Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management focuses on the procedures and practices that enable an investment strategy to be implemented. The goal is manage a complex pipeline of sales to standardize practices and increase deal quality.

Creating an effective deal management plan starts by knowing the responsibilities and objectives of each role in the sales cycle. Then, ensuring that these roles have clear handoffs. This ensures that the right people are working on the right deals, and ensures that the roles don’t clash too much. This can cause confusion or conflicts, and ultimately slow the sales process.

A great deal management process must also include a clear timeframe for each stage, and also the criteria that must be met to move on to the next stage. This will help teams identify bottlenecks, and implement strategies to overcome them. A good process should allow for constant communication between all the parties involved in the deal, including outside partners such as investment managers and brokers.

In an environment that is complex in sales numerous stakeholders are involved in the process. This is particularly true in the midmarket and enterprise segments with many decision-makers, feature requests critical dependency, and more. Deal management requires greater visibility and oversight, ideally using a technology solution such as Revenue Grid that provides the degree of transparency and control required to ensure the right people are working on the things they must be working on.

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