Pipeline Management

Overview

Most sales teams have CRM stages that describe rep activity, not buyer progress. Winning by Design's GTM Playbook Kit fixes this: every stage needs a Goal (what success looks like), In-Stage Actions (what the rep does), and Exit Criteria (evidence required to advance). Without all three, pipeline reviews degenerate into confidence theater.

This skill designs the full sales process — stages, SPICED fields per stage, conversion metrics, Bowtie handoffs to CS, forecast categories, and inspection cadences. Load gtm-system-architecture first if you have not scored the six WbD models. Load sales-enablement after this to build the playbook assets reps use at each stage.

When to Use