Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management focuses on the methods and practices that help an organization implement its investment strategy. The goal is to control an extensive sales pipeline and standardize procedures, improve deal quality, and ultimately improve conversions.

To establish a successful deal-management process, it is essential to recognize the responsibilities and goals of each person in the sales cycle. Also, make sure that these roles have clear handoffs. This ensures that the right people are working on the right deals, and ensures that those roles don’t overlap too much. This can cause confusion or conflict and ultimately slow the sales process.

A good deal management process should also include a timeline for each stage, as well as the criteria to meet for the next. This will allow teams to identify any issues and take steps to overcome them. A well-designed procedure should allow for continuous communication between all the parties involved in the deal, including partners from outside like brokers or investment managers.

In a complicated environment there are many stakeholders involved in the sales process. This is particularly true in the midmarket and in the enterprise segments with many decision-makers, feature requests, critical dependency, and many more. To manage these deals, you require greater control and visibility. A technology solution like Revenue Grid can provide this degree of transparency and oversight to ensure the proper people are working where they should be working.

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