A good sales process not only helps the sales team with opportunity qualification, assessment and planning, but also supports good governance. A key aspect of sales governance in most organisations is the opportunity lifecycle, usually defined by a linear progression of stages, e.g. Suspect, Prospect, Qualified, Business Win, and Closed Won. If your organisation uses a CRM system (who doesn’t these days?), then these stages will be hard-wired into that system, and will be key indicators feeding up into management reports and dashboards upon which forecasts and critical business decisions will be made. Continue reading “Improve sales governance with a well-defined opportunity lifecycle”