LESSON 29 / 60
3 minMake the next sales action explicit
An opportunity’s Next step describes what should happen next in the buying process.
- 1Understand
- 2Guided practice
- 3On your own
THE IDEA
Make the next sales action explicit
An opportunity’s Next step describes what should happen next in the buying process. A stage alone often does not tell a teammate what to do.
Use a concrete action rather than an optimistic outcome. The owner can then plan a task around that action.
Builds on Keep forecast values current
A WORKED EXAMPLE
A simple example
Confirm legal review date is more actionable than Close soon.
A common mistakeNext step is a planned action, not evidence that a contract has already been signed.
Words you’ll use in this lesson
- Opportunity
- A potential sale with an account, stage, amount, and expected close date.
- Task
- A specific action with an owner and due date.
- Owner
- The teammate accountable for a record.