Ops

Sales Process & Stage Criteria — Companion Template

Define stages once, enforce in CRM, and coach to clean exits. Print or save as PDF.

Process version

Owner

Effective date & time

Segments

CRM & objects

Manager review cadence

Stage dictionary

Purpose, entry and binary exit per stage. Keep each definition to one sentence.

Stage name	Purpose	Entry	Exit (binary)	Required artifacts

MEDDICC field map

Capture each element once; mark if required at any stage exit.

Element	CRM field	Captured at stage	Required at exit?	Notes
M — Metrics
E — Economic buyer
D — Decision criteria/process
I — Identified pain
C — Champion
C — Competition
P — Papers

CRM validation & automations

Require exit fields on stage change Block stage change if artifact missing Stage change reason picklist

Alert on regression (manager task) Auto-create MAP tasks Auto-flag “Security not started”

Reason codes

Dashboards

Tile	Definition	Owner	Frequency
	Exits passed first try / exits attempted
	% open opps in ≥Stage 3 with security intake date
	% in Stage 4 with EB meeting on calendar

Rollout tracker (90 days)

Week	Deliverable	Owner	Status	Notes
1–2
3–4
5–6
7–8
9–12

Change log

Date	Change	Reason	Approved by

Back to Playbook

Use with the Sales Process & Stage Criteria playbook. Enforce exits at stage change; coach with reason codes; remove a field for every new one you add.