Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management is about the processes and practices that allow an organization to implement its investment strategy. The goal is to manage an extensive pipeline of sales standards, standardize processes and improve deal quality.

To develop a successful deal-management process, it is essential to know the roles and purposes of each role in the sales cycle. Make sure the roles have clear handoffs. This will help ensure that the appropriate people are working on the correct deals, and ensures that the roles don’t overlap too much — this can cause confusion and conflict, which can ultimately slow down the sales process.

A good deal management process should also include a clearly defined timeline for each stage and the requirements that must be met in order to move on to the next stage. This will help teams find bottlenecks, and then implement strategies to overcome them. A robust process should provide for a consistent communication among all parties involved in the deal, which includes external partners such as brokers or investment managers.

In a complex environment, there are many different people involved in the sales process. This is especially true in the midmarket and enterprise sectors with multiple decision-makers, feature requests critical dependency, and more. Managing these deals requires greater transparency and oversight, most likely using a technology solution such as Revenue Grid that provides the level of visibility and oversight required to ensure that the appropriate people are working on what they need to be working on.

https://chambre.in/merrill-corp-datasite-things-to-know/