Deal Management – How to Effectively Manage a Complex Sales Pipeline

navigating the nuances of IPOs with VDR’s expert tools

Deal management focuses on the procedures and practices that enable an organization’s investment strategy to be implemented. The goal is to control the sales process in a complex manner, standardize practices, improve deal quality, and ultimately boost conversions.

Making a deal management plan starts by understanding what the responsibilities and objectives of each role in the sales cycle, then ensuring that those roles have clear handoffs. This helps to ensure that the right people are involved in the right deals, and that the roles don’t overlap too much. This can cause confusion and conflicts, and ultimately slow the sales process.

A good deal-management process should also involve a defined timeframe for each stage, as well as the criteria which must be met to proceed to the next stage. This will allow teams to identify any obstacles and take action to eliminate them. A solid process should ensure that communication is consistent between all parties involved in the transaction, including external partners like brokers or investment managers.

In a complex setting there are multiple participants in the sales process. This is especially true in the midmarket and enterprise sectors with many decision-makers, feature requests critical dependency, and many more. To manage these deals, you require greater control and visibility. A technology solution like Revenue Grid can provide this level of visibility and overseeing to ensure the appropriate people are working where they are supposed to be working.