Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management focuses on the practices and processes that help an organization implement its investment plan. The aim is to manage a complex pipeline of sales standards, standardize processes and improve the quality of deals.

Creating an effective deal management plan starts by understanding what the responsibilities and objectives of each role are in the sales cycle, then making sure that the roles have clear handoffs. This ensures that the appropriate people are working on the right deals, and that these roles don’t cross over too much. This could cause confusion or conflict, which can ultimately slow down the sales process.

A good deal management process should also include a clearly defined timeline for each stage, as well as the criteria which must be met to proceed to the next stage. This will help teams identify any bottlenecks and take steps to overcome them. A well-designed procedure should ensure constant communication between all parties involved in the deal, including outside partners such as investment managers or brokers.

In a complex environment, there are many different people involved in the sales process. This is especially true for the midmarket and in the enterprise segments with many decision-makers, feature requests, critical dependency, and more. managing these deals requires greater visibility and oversight, ideally with a software solution such as Revenue Grid that provides the degree of transparency and oversight required to ensure the right people are focused on what they need to be working on.

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