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Pipeline & prospecting
Pipeline Hygiene & Stage Definition Playbook
Install clear stage definitions, mandatory exit criteria and a simple weekly hygiene process so your forecast becomes trustworthy.
Get the free playbookFree PDF · Written by a senior human sales operator
Who this playbook is for
Sales leaders, managers and revenue operations teams.
What’s inside
- Observable stage definitions and binary exit criteria
- Weekly 20-minute pipeline hygiene ritual
- Deal inspection templates and 7-day installation plan
Inside the playbook
01
Define evidence-based stages
A stage framework runs from Lead / Inquiry through Closed Won or Closed Lost, with a purpose and mandatory, observable exit criteria for each stage.
02
Spot misleading opportunities
Red flags include inactivity, undated follow-ups, single-threading, unclear decision dates and unconfirmed budget after proposal.
03
Run the hygiene ritual
Use the inspection checklist to choose Advance, Stay, Move Back or Disqualify. The hygiene scorecard tracks how many open deals meet their current-stage criteria.
04
Install the discipline
The seven-day plan maps current stages, rewrites criteria, trains the team and inspects the open pipeline before establishing a recurring review.
From the playbook / The operating rule
“A deal moves forward only when every exit criterion can be observed and verified.”
How to use it
Use this playbook to rewrite vague CRM stages and inspect live opportunities against the same standard. Have reps prepare dated next steps and stakeholder evidence before the weekly review, then record explicit stage and ownership decisions rather than debating optimism.
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