Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management is about the processes and practices that allow an organization to execute its investment strategy. The aim is to manage the complex sales pipeline, standardize practices and improve the quality of deals.

To establish a successful deal-management process, you must first know the roles and purposes of each part of the sales cycle. Also, make sure that these roles have clear handoffs. This ensures that only the right people are involved in the right deals and that their roles don’t overlap too often. This can cause confusion or conflict, and ultimately slow the sales process.

A good deal-management process should also involve a defined timeframe for each stage, as well as the requirements that navigating the challenges of business integrations with VDRs must be met in order to advance to the next stage. This will enable teams to identify any bottlenecks and then take steps to eliminate them. A well-designed process should allow for constant communication between all parties in the deal, including outside partners like brokers or investment managers.

In a complex sales environment multiple stakeholders are involved in the process. This is especially true for the midmarket and enterprise segments with many decision-makers, feature requests critical dependency, and many more. To manage these deals, you require more visibility and oversight. A technology solution like Revenue Grid can provide this degree of transparency and oversight to ensure the proper people are working where they should be.