Sales Stages in HubSpot

Overview

Know where things stand! HubSpot sales stages provide a way for deals to be categorized based on their status.

While deal pipelines provide your sales team with a visual representation of your sales deals, deal stages represent the steps in the pipeline that the deal moves through.

In the Sales Hub, navigate to your deals and view your deals board. From this view, sales reps can see the lifecycle stage that each deal is in.

It’s important that the stage properties match the properties of your sales processes within your sales funnel from the buyer’s perspective.

Ordinarily, after a product or service deal prospect is identified, it goes through the following stages in sales: qualified lead, intent, and close (either closed lost or closed won).

Stages are important things for sales managers to consider when determining whether or not their team is properly following the set-out sales process when closing deals. From the same page, you can also create a new deal, and filter which existing deals you want to view based on deal properties, like close dates.

See below for one of our free online video lessons on sale stages in HubSpot.

Video Instructions

Video Transcription

Sales stages in HubSpot can be found on the deals page, and this will likely match your process that you have in place currently for moving a customer from considering a purchase all the way through to actually making that decision of whether they're going to purchase, or they're going to basically push the decision to a later time or not move forward, which would be closed lost.

The idea here is that you want to have strict criteria for when something becomes an actual deal and actually enters your sales stages. Traditionally, this would be a discovery meeting would be scheduled with your AE, all the way through to, then, being marked as either closed won or closed lost. Within your pipeline here, you also have particular stages. These should match discrete portions of your sales process and should match what's happening from the buyer's perspective, not what's happening from the sales perspective.

So in this case, you'll see here, we have appointments scheduled. We have qualified to buy, presentations scheduled. All of these are specific actions that are happening on the buyer's journey, and typically, we also want to include entry criteria. You want to have very specific entry and exit criteria for each stage to show that the deal is basically moving through the process throughout this time. It also makes it much simpler, so that way you don't have to wonder, should a deal be in this stage or not? And it also helps to create gates to make sure that your sales team is following the process properly.

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