Define stages by an observable event
A stage should describe something your team can verify. “Requirements confirmed” is more useful than “Interested” when everyone agrees which requirements must be recorded. Write a short entry condition and exit condition for each stage. Use only the stages that change how the team works.
Give each opportunity a clear owner
Ownership is responsibility for keeping the opportunity moving. Decide how new enquiries are assigned, when an owner can change, and what information must accompany a handoff. The customer should not need to repeat their requirements because a different colleague made the next call.
Make the next action specific
“Follow up” leaves too much open. “Confirm the preferred floor before preparing the unit options” gives the owner a practical task. Record a suitable follow-up point and capture the result of the conversation. A short useful note is better than a long description without a decision.
Review exceptions, then improve the process
Use a regular team review to discuss opportunities without a next action, unclear requirements and stalled handoffs. Ask whether the record is accurate before drawing conclusions from a dashboard. Adjust your stages when a real working pattern changes, and tell the team why the change was made.