Growth-stageWorkforce & Education Technology
One stage-gated sales process across two regional teams
One process live across both teams
One process live across both teams
The sales process differed between the company's two regional teams, so the same deal was managed and reported differently depending on who owned it. Stages had no exit criteria, qualification was inconsistent, approvals were ad hoc, and there was no reliable basis for forecasting. Leadership wanted one measurable process the whole organization would actually run.
SalesforceRebuilt the opportunity lifecycle in Salesforce as a single eight-stage model with explicit stage exit criteria, structured qualification gates, segment-aware approvals and validation rules, plus per-stage guidance for reps written into the record itself.
Added a dedicated object for pilots so they are tracked as their own motion rather than distorting the main pipeline, and defined an SLA matrix covering how long a deal may sit at each stage.
Trained both regional sales teams on the new process, published a stage-guidance assistant reps can consult mid-deal, and took the model live with the existing open pipeline mapped into it rather than stranded behind it.
One process live across both teams
A single stage-gated opportunity lifecycle went live in Salesforce across both regional sales teams, replacing two divergent processes.
Open pipeline migrated at go-live. Roughly 40 early-stage opportunities sitting in the pipeline at go-live were mapped into the new stage model rather than left behind in the old one.
4 steps
Ending silent routing failures by moving inbound leads off custom CRM flows
Routing live on the new platform
Executive reporting
7 steps
Rebuilding board-ready pipeline reporting when the numbers on the deck were never the same twice
A four-dashboard board pack is live
Executive reporting
7 steps
Splitting one opportunity object into two, so a two-stage revenue model could be measured
The two-stage model shipped and was in production at handoff
