What is Time in Stage?
Time in Stage is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
Time in stage is how long a deal has sat in its current pipeline stage. It is a core pipeline-hygiene metric: deals that exceed the normal time for a stage are stalling and need attention. Tracking it exposes bottlenecks in the sales process.
Key takeaways
- Days a deal has spent in its current stage.
- Compared against the healthy benchmark for that stage.
- Long time in stage is the earliest stall signal.
Why it matters
Stalled deals inflate the pipeline and forecast without ever closing. Watching time in stage lets leaders clean the pipeline and reps re-engage or disqualify before a deal rots.
How Ardovo handles it
Ardovo tracks time in stage automatically and flags deals that exceed your stage benchmarks. Rook suggests the next action to unstick each stalled deal or recommends disqualifying it.
Frequently asked questions
What is a good time in stage?
It depends on the stage and your cycle length. Set a benchmark per stage from your own closed-won history and flag deals that exceed it.
What should you do with deals stuck in a stage?
Re-engage with a specific next step, escalate, or disqualify. Leaving them inflates coverage and hides the true state of the pipeline.