Deal Management – How to Effectively Manage a Complex Sales Pipeline

Mai 13, 2024 Non classé

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

A successful deal management process starts with understanding what the responsibilities and goals of each role in the sales cycle, then making sure that those roles have clear handoffs. This ensures that the right people are working on the correct deals, and also ensures that these roles don’t cross over too much. This could cause confusion or conflict and ultimately slow down the sales process.

A good deal management process should also include a schedule for each stage, as well as the criteria to meet to move on to the next. This will allow teams to discover bottlenecks and make steps to overcome them. A well-designed process should allow for constant communication between all the parties involved in the deal, including outside partners such as investment managers and brokers.

In a complex sales environment, many different stakeholders have a hand in the process. This is particularly true in 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 through a solution that uses technology such as Revenue Grid that provides the degree of transparency and control needed to ensure that the right people are focused on the projects they are required to be working on.