---
sourceDocument: Australia Sales Customer Relationship Management
sourceDocumentLink: https://www.servicenow.com/docs/r/australia/order-management

 Release :

    - australia

ft:locale :

    - en-US

ft:publication_title :

    - Australia Sales Customer Relationship Management

ft:clusterId :

    - omgmt

bundleId :

    - omgmt

workflow :

    - Customer and Industry


---

# Guided selling

# Guided selling on opportunities {#ariaid-title1}

Release version: Australia  
Updated July 21, 2026  
![](https://www.servicenow.com/docs/portal-asset/ico-clock) 1 minute to read  
Guided selling on opportunities enforces process compliance and consolidates deal-related actions into a unified workspace so that sales agents can advance opportunities through each stage with confidence.

Guided selling helps sales agents follow a consistent, structured process as they move an opportunity through each stage of the sales cycle. Admins configure mandatory exit criteria for each stage, and agents complete the required actions before advancing to the next stage. This reduces the risk of deals stalling or advancing prematurely.{#explore-guided-selling__explore-guided-selling-para-1}

## Guided selling components {#explore-guided-selling__section_guided_selling_components}

Guided selling on opportunities includes the following components:

Stage exit criteria
:   Mandatory conditions that a sales agent must meet before advancing an opportunity to the next stage. Admins define the criteria per stage. The system prevents stage advancement until all required actions are complete.

Playbook activities
:   Stage-contextual guidance that appears on the opportunity Overview tab. Playbook activities include progress indicators and an inline compact playbook view so that agents can track their progress without
    leaving the opportunity workspace.

Action Center
:   A panel on the opportunity that consolidates all deal-related tasks, meetings, touchpoints, quote tasks, and stage guidance in one
    place. The Action Center updates in real time as agents complete actions.

Closed stage reason enforcement
:   Optional enforcement that requires sales agents to complete the win or loss reason fields before they move an opportunity to the Closed Won or Closed Lost stage. Admins enable this enforcement through system properties. For
    more information, see [Configure guided selling activities in a playbook](https://www.servicenow.com/docs/22FG64rNSvBgZsm~WNPjYg "Define the mandatory activities that sales agents must complete at each opportunity stage by configuring a playbook. Agents cannot advance an opportunity to the next stage until all activities for the current stage are complete.").

## Benefits {#explore-guided-selling__section_guided_selling_benefits}

Guided selling provides the following benefits:

* Enforces process compliance by requiring agents to complete defined actions before advancing a stage.
* Reduces deal risk by surfacing contextual guidance at each stage of the sales cycle.
* Improves visibility for sales managers by providing a consistent, trackable process across the team.
* Reduces context switching by consolidating tasks, meetings, touchpoints, and stage guidance in the Action Center.
{#explore-guided-selling__ul_guided_selling_benefits}

## What to explore next {#explore-guided-selling__section_guided_selling_next}

To set up guided selling, see [Configure guided selling activities in a playbook](https://www.servicenow.com/docs/22FG64rNSvBgZsm~WNPjYg "Define the mandatory activities that sales agents must complete at each opportunity stage by configuring a playbook. Agents cannot advance an opportunity to the next stage until all activities for the current stage are complete.").

To use guided selling on an opportunity, see [Use guided selling on an opportunity](https://www.servicenow.com/docs/2pI4UnU~2_nX_VGvCzYOzg "Track stage exit criteria, complete playbook activities, and manage deal-related actions on an opportunity to advance deals through the sales cycle.").