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Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management is concerned with the procedures and practices that allow an organization’s investment strategy to be implemented. The goal is manage an extensive pipeline of sales, standardize practices and improve deal quality.

The process of creating a successful deal management plan starts by knowing what the roles and goals of each position are in the sales cycle. Then, making sure that the roles have clear handoffs. This ensures that the right people work on the right deals and that their responsibilities do not overlap too much. This can cause confusion or conflict, which can ultimately slow down sales processes.

A good deal management procedure should also involve a defined time frame for each stage along with the criteria that must be fulfilled to proceed to the next stage. This will enable teams to identify any obstacles and take action to overcome them. A good process should allow for constant communication between all parties involved in the deal, including external partners like brokers or investment managers.

In an environment that is complex in sales multiple stakeholders are involved in the process. This is especially true in the mid-market or enterprise segments where there are many decision makers features, requests for feature, critical dependencies, and more. The management of these deals requires more oversight and visibility, ideally using a technology solution such as Revenue Grid that provides the degree of transparency and oversight required to ensure that the right people are focused on the issues they should be working on.

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