Published at: 2026-09-17
Advance an opportunity through the sales process
Overview
A Sales Process advances an Opportunity from initial contact to Closed Won, Closed Lost, or Invalid. Each stage can include Stage Tasks, Completion Criteria, Entry Criteria, Stage Duration, and Approval.
Before you begin
Before you begin - You need permission to view and edit the target Opportunity. - The Opportunity is associated with a valid Sales Process. - The current stage can include required tasks, field validation, or Approval.
Review current stage requirements
- Open the Opportunity details page.
- In the Stage Advancement section, confirm the current stage and available next stages.
- Review the current Stage Tasks, Completion Criteria, and instructions.
- Enter the Opportunity fields and related data required for progression.
Complete Stage Tasks
Stage Tasks can require the following actions:
| Task type | Common action |
|---|---|
| Edit Object | Add or update Opportunity fields |
| Create Related Object | Create and associate a Quote or other Business Data |
| Batch Edit Detail Object | Maintain Opportunity Line Items or other detail records |
- Open a task in the current stage.
- Complete the required action and save the result.
- Return to the stage section and confirm that the task status is updated.
If a task is part of the Completion Criteria, the system prevents the Opportunity from leaving the stage until completion.
Maintain Opportunity Line Item and Contact
Opportunity Line Item
Opportunity Line Item is a Detail Object of Opportunity. It stores products or other business details as separate rows. Confirm that all line items match the current solution.
Opportunity Contact
Opportunity Contact records the Contacts participating in the project and supplies people for the Opportunity Decision Chain. Before a key stage, confirm that required Contacts and project roles are present.
Advance to the next stage
- Confirm that required Stage Tasks are completed.
- Select the target stage in the Stage Advancement section.
- Enter the data required by the target stage.
- If Stage Approval starts, submit the request and wait for the Approval Decision.
- After validation passes, confirm the stage change.
The system may be advanced according to the following rules:
| Rule | Effect on progression |
|---|---|
| Skipping is not allowed | You must follow the configured Sales Process order |
| Completion Criteria | Required tasks must be completed before leaving the current stage |
| Entry Criteria | Required field or data conditions must be met before entering the target stage |
| Stage Approval | The stage changes only after Approval Pass |
| Stage Duration | A timeout reminder prompts the sales representative to take action |
Status after submission, data locking, and rejection handling depend on your organization’s Approval Process and page instructions.
Handle a Stage Duration reminder
When you receive a timeout reminder, check the project’s actual progress:
- If the next stage requirements are met, enter the required data and advance.
- If follow-up must continue, record the latest result and Next Plan.
- If the deal has ended, select Closed Won, Closed Lost, or Invalid.
Enter an end stage
When you select Closed Won, Closed Lost, or Invalid, the system may require a close date, reason, or other result information. Verify the result and required fields before submitting.
Verify the result
- The Opportunity Stage matches actual sales progress.
- Opportunity Line Items and Contacts meet the current stage requirements.
- Required tasks, Entry Criteria, and Approval status comply with the Sales Process.
- An ended Opportunity displays the correct result.