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 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 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)
- 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 article
Unused stages can be ignored

Permissions

Before you get started, ensure you have the required permissions.

To configure a stage

🚨 Caution
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:

Configuration Steps:

Navigate to Integrous Admin Settings > Sales Journey Stages
Select the stage you want to configure (Stage 2, 3, 5, or 6)
Expand the relevant object criteria section
Click "Add Field" to select a field for your criteria
Select an operator and target value
Add multiple criteria if needed
Click "Save" to apply your settings
Click “Refresh” to see any recent changes on the related object fields
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: