Gate
What are Sales Gates?
Gates are formalized checkpoints where deals are reviewed for continuation or disqualification.
Defining Gate Criteria
BANT, MEDDIC elements, stakeholder access, timeline confirmation, budget approval.
Implementation
CRM mandatory fields, deal reviews, win/loss analyses, manager coaching.
Conclusion
Strict gates lead to a clean pipeline and realistic forecasts.
Key decision points in the sales process
Gates are defined checkpoints in the sales process where opportunities are evaluated against established criteria before moving to the next phase.