# Stage definitions

> Canonical page: https://wayhatch.com/glossary/stage-definitions/
> Evidence label: Research evaluated. Definitions: https://wayhatch.com/about/evidence-labels/
> Updated: 26 October 2026 (2026-10-26). Publisher: wayhatch, wayhatchai@gmail.com

Stage definitions are the written entry and exit criteria for each opportunity stage, stated as buyer actions or verified facts.

Every pipeline report, conversion rate and weighted forecast assumes that a stage means the same thing for every rep. Without written criteria, stages drift towards optimism and the forecast loses its link to reality.

Write one or two verifiable exit criteria per stage, such as "pain confirmed by the economic buyer", and make the key ones required fields in the CRM. Inspect stage history in pipeline reviews: deals that skip stages or move backwards point to criteria that are unclear.

Related terms: [Forecast category](https://wayhatch.com/glossary/forecast-category/), [Sales cycle length](https://wayhatch.com/glossary/sales-cycle-length/), [Field governance](https://wayhatch.com/glossary/field-governance/)

Workflow: [Pipeline review and forecast hygiene](https://wayhatch.com/workflows/pipeline-review/)