Pipeline and stage design
Stages, exit criteria and required fields that reflect how buyers actually buy.
A pipeline you can forecast from, and a team that can sell.
Pipeline stages, deal governance, forecasting, territories, quotas and compensation, built in your CRM so reps spend time selling and leaders trust the number.
What we cover
Everything between a qualified deal and a closed one.
We design the process, put it in the CRM and give leaders a weekly view they can run the business from.
Deal qualification
MEDDPICC or your own framework, captured in the CRM rather than in notes.
Forecasting and cadence
Forecast categories, commit rules and a weekly review rhythm.
Territories and accounts
Territory design, account assignment and coverage rules that hold.
Quota and capacity
Quotas built from capacity, ramp and pipeline coverage, not last year plus 30%.
Compensation design
Plans that pay for the behaviour you want, modelled before they launch.
Sales playbooks
One process from discovery to close, built into the tools reps use.
Rep productivity and CRM hygiene
Less admin, cleaner data and dashboards reps actually open.
Signs you need this
When the forecast call becomes a guessing game.
Most sales teams have the data. What is missing is a process that turns it into a number leaders can commit to.
- What you seeWhat we fix
- The forecast swings late in the quarter→Forecast categories and a weekly cadence with clear commit rules
- Deals sit in the same stage for months→Stage exit criteria and stalled-deal alerts
- Every rep runs their own process→One playbook in the CRM, from discovery to close
- Quotas feel random→Quotas built from capacity, ramp and coverage
- Territories overlap or leave gaps→Assignment rules and territory maps that hold
How we run it
Four steps to a pipeline leaders can trust.
- 1AuditWeek 1
Pipeline, stages, forecast history, territories and comp, scored against actual outcomes.
- 2DesignWeek 2
Stage criteria, forecast rules, territory and quota models, agreed with sales leaders.
- 3BuildWeeks 3–6
CRM configuration, dashboards, alerts and playbooks your reps will use.
- 4RunMonthly
Forecast reviews, pipeline hygiene and planning cycles as part of your rhythm.
What we measure
The numbers sales leaders get judged on.
We build the system around the metrics that decide whether the quarter lands.
- Win rate by segment
- Pipeline coverage
- Sales cycle length
- Forecast accuracy
- Stage conversion
- Quota attainment
Platforms
Moving platforms? See migration paths →Built in the stack you already own.
- Salesforce
- HubSpot
- Gong
- Clari
- Outreach
- Salesloft
- Apollo
- CaptivateIQ
Intro call
Want a forecast you can stand behind?
Thirty minutes with an operator who has run the forecast call. Bring your pipeline, and we will show you where the number is at risk.