Opportunity stages represent milestones in a sales process and track prospect progression. Sales reps manually update opportunity sales stages based on their personal interaction with prospects. Some of these sales stages may satisfy a campaign goal and be used to begin a sequence. Stage movement is not always sequential in reality. However, when designing a campaign using stage movement to satisfy goals, set them up sequentially. When a goal is satisfied, all of the previous sequences in the campaign path stop, and only the sequence attached to the recently satisfied goal (a stage move) begins.
The campaign sequences are completely separate from any other sales automation. The campaign sequences attached to the goal run in conjunction with existing sales automation. They do not override the existing automation.
Be Careful! The goals based on opportunity stage movement are considered satisfied when a sales rep selects a new sales stage and saves the opportunity. The related sequence(s) will begin even if the contact was not in any previous part of the campaign. Make sure you train your sales reps so they know how sales stage movements coordinate with campaign goals and sequences.
- Click and drag the goal icon onto the campaign canvas
- Optional: Double-click the Name below the icon to rename it.
- Double-click on the goal to configure it.
- Configure the stage
- The goal can be based on movement INTO a particular stage, regardless of the prior stage.
- It can also be based on moving OUT OF a particular stage, regardless of the new stage.
- Click Save to apply the stage update to the goal and connect it to the appropriate sequence
- You are ready to publish your updates.