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The Stages of the sale relates to specific milestones that occur during the sales process.

The main purpose of defining the major stages of the sales process is to enable sales forecasting with a level of predictability.

Although it may not be accurate with an individual opportunity or a very small sample, as your working pipeline grows the accuracy of this forecast will increase. Over time, if each opportunity’s probability index is kept up to date sales forecasting will become surprisingly accurate.

• Try it for yourself, you can use a simple tool like excel or a more sophisticated tool like a CRM