# Sales Stage Configuration
## Overview
Understanding how efficiently prospects move through your sales funnel is critical for accurate forecasting, identifying process bottlenecks, and optimizing team performance. In traditional systems, this data is fragmented across Leads, Contacts, and Opportunities, making it difficult to see the complete picture.
The system tracks six key milestones through the sales process:
| Stage | Typical Business Use-Case | Criteria | Customizable | Object |
| ------- | ------------------------------ | --------------------------------------------------------------------------- | ------------ | ----------- |
| Stage 1 | Activation/New Sales Journey | Every Activation Engagement | No | Engagement |
| Stage 2 | Routed Lead/Contact | Configurable criteria from Lead/Contact fields, e.g., Status=Open or Routed | Yes | Engagement |
| Stage 3 | Accepted Lead/Contact | Configurable criteria from Lead/Contact fields, e.g., Status=Working | Yes | Engagement |
| Stage 4 | Opportunity Created | Every new Opportunity | No | Opportunity |
| Stage 5 | Qualified Opportunity/Pipeline | Configurable criteria from Opportunity fields, typically Probability >0% | Yes | Opportunity |
| Stage 6 | Won Opportunity | Configurable criteria from Opportunity fields, typically IsWon=True | Yes | Opportunity |
This allows seeing a history of sales progression information for each sales process.
For more info, see the [Sales Progression Measurement](https://help.integrousanalytics.com/v1/docs/quick-start-guide#sales-progression-measurement) section of the Quick-Start Guide.
***
## Notes on the Functionality
### How Stage Progression Works
* Stage Date and Owner are captured when criteria are first met
* Stages 1-3 are **stored** on Engagements, Stages 4-6 are **stored** on Opportunities (though all the fields are **available** on Engagements, Opportunities, Leads, and Contacts via lookup relationships and formula fields)
* Only **Activation** Engagements receive stage stamps (not Influencing Engagements)
* For context, see the [**Activations vs. Influencing Engagements**](https://help.integrousanalytics.com/v1/docs/activations-vs-influencing-engagements) article
* The system automatically sets dates in skipped stages for complete reporting
### Important Behaviors
* A Dormant Lead/Contact won't receive Stage 2/3 stamps (see related [FAQ](https://help.integrousanalytics.com/v1/docs/why-doesnt-moving-a-dormant-leadcontact-to-stage-2-or-3-reactivate-them))
* A Lead/Contact is considered dormant if their Current Activation Sales Journey Completion Date has a value
* Stage 6 date syncs with Opportunity Close Date when changed
* Lead conversion: Contact Owner takes precedence for stage stamps
### Customization Options
* Stage labels can be customized to match your terminology (MQL, SAL, SQL, etc.)
* See the [**Customizing Field Labels**](https://help.integrousanalytics.com/v1/docs/customizing-field-labels) article
* Unused stages can be ignored
***
## Permissions
Before you get started, ensure you have the [required permissions](https://help.integrousanalytics.com/v1/docs/admin-console#prerequisites).
***
## To configure a stage
{% hint style="warning" %}
Updating this configuration affects critical Lead and Opportunity reporting. Before changing this configuration, ensure all relevant stakeholders have signed off on this definition.
Example sales process diagram:
{% endhint %}
### Configuration Steps
1. Navigate to Integrous Admin Settings > Sales Journey Stages
2. Select the stage you want to configure (Stage 2, 3, 5, or 6)
3. Expand the relevant object criteria section
4. Click "Add Field" to select a field for your criteria
5. Select an operator and target value
6. Add multiple criteria if needed
7. Click "Save" to apply your settings
8. Click “Refresh” to see any recent changes on the related object fields
9. Click “Reset Default” to revert to the system default setup
***
## Example Stage 2 Configuration
In this example, Stage 2 Date and Owner info will be stamped on the Lead’s/Contact’s Current Activation if the configured fields/values are met and their Current Activation Sales Journey Completion Date is blank:
The beginning of a distinct sales process for a Lead or Contact. Occurs when a new Lead/Contact is created or when a dormant Lead/Contact re-engages with your business.
The complete process from initial activation through qualification and opportunity stages to close.
An Engagement record with the "Activation" record type that represents the start of a distinct sales journey. Used for "lead" counting in reports.
The central object of the Integrous Analytics system that captures both attribution data and sales progression information for every meaningful interaction with Leads and Contacts.
A Lead or Contact whose Current Activation has a value in Sales Journey Completion Date, indicating they are eligible for reactivation.
A lookup field on Leads and Contacts that identifies their most recent Activation Engagement, providing access to attribution and sales progression information.
A date field on Activation Engagements that indicates when a sales journey ended. When populated, makes the Lead/Contact eligible for reactivation.
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