Failure Library · CRM
If two managers stage the same ten deals differently, the CRM is not the first problem.
Adding fields, dashboards and automation cannot make an undefined decision rule consistent. A migration can simply reproduce the same ambiguity at higher cost.
The test
Give two competent managers the same ten opportunities and ask them to assign stage, next step and forecast category independently. Then compare. Disagreement shows where the operating rule is missing.
Decision rule
Define what buyer evidence earns each stage before changing software. CRM should enforce a decision the company already understands, not become the place where managers negotiate its meaning.