Opportunity Stage
Opportunity Stage is the categorization of a sales opportunity along the deal lifecycle — typically Qualification, Discovery, Demo, Proposal, Negotiation, Closed-Won, Closed-Lost — used to track deal progression and forecast revenue.
What is Opportunity Stage?
Opportunity Stage is the unit of pipeline measurement. Every opportunity sits in a stage; stage-to-stage conversion rates reveal where the funnel leaks; weighted pipeline (stage probability × deal value) drives forecasts. The discipline is in stage-entry criteria. 'Discovery' should mean the same thing in every deal — without that, stages become wishful-thinking labels and forecasts become noise. Strong sales orgs audit stage definitions quarterly and enforce stage-entry checklist discipline.
Why it matters
- Single most-tracked sales metric — drives forecasting, capacity planning, and rep coaching.
- Stage-entry discipline determines whether forecasts are reliable.
- Stage-conversion patterns surface where the funnel leaks and where deals stall.
Use cases
- Pipeline forecast. Weighted pipeline by stage produces revenue forecast.
- Funnel diagnostic. Stage-conversion rates reveal which stages need investment.
- Sales coaching. Deals stalled in specific stages indicate rep-level skill gaps.
How turgo helps
turgo's pipeline view shows every opportunity, its current stage, its stage entry date, and the activity history that moved it there — agents and humans alike contribute to stage progression.
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