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
đ¨ 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:
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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 âRefreshâ to see any recent changes on the related object fields
Click âReset Defaultâ 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 Leadâs/Contactâs Current Activation if the configured fields/values are met and their Current Activation Sales Journey Completion Date is blank:
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