Deal Management – How to Effectively Manage a Complex Sales Pipeline

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Deal management is about the processes and practices which enable an investment strategy to be implemented. The goal is to manage an extensive pipeline of sales, standardize practices and improve the quality of deals.

Making a deal management plan starts by understanding the responsibilities and objectives of each role are in the sales cycle. Then, ensuring that these roles have clear handoffs. This will help ensure that the right people are working on the right deals, and that these roles don’t cross over too much — this could cause confusion or conflict and ultimately slow down the sales process.

A great deal management process should also have a specific timeframe for each stage, along with the criteria which must be met to move on to the next stage. This will help teams to identify any obstacles and take action to eliminate them. A well-designed procedure should ensure constant communication between all the parties involved in the deal, including outside partners such as investment managers or brokers.

In a highly complex environment there are many parties involved in the selling process. This is particularly true in the mid-market and business segments, with multiple decision makers as well as feature requests, important dependencies, and more. To manage these deals, you require greater visibility and supervision. A technology solution such as Revenue Grid can provide this degree of transparency and supervision to ensure that the right people are working where they should be working.

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