Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management focuses on the processes and practices that allow an organization execute its investment strategy. The aim is to manage the complex sales pipeline to standardize processes, improve deal quality, and ultimately boost conversions.

Creating an effective deal management process starts with knowing the responsibilities and objectives of each job in the sales cycle, and ensuring that these roles have clear handoffs. This ensures that the appropriate people are involved in the right deals, and ensures that those roles don’t overlap too much. This can lead to confusion or conflicts, and ultimately slow the sales process.

A good deal management procedure should also include a timeline for each stage and the criteria to meet in order to proceed to the next. This will help teams to identify any issues and take steps to overcome them. A well-organized process should ensure that communication is consistent between all parties involved in the transaction, including external partners like brokers or investment managers.

In an environment that is complex in sales, many different stakeholders have a hand in the process. This is particularly true in the mid-market and enterprise segments with numerous decision makers, feature requests, critical dependencies, and much more. To manage these deals, you need more control and visibility. A technology solution like Revenue Grid can provide this degree of transparency and supervision to ensure the right people are working where they should be working.

chambre.in article