Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management is about the processes and practices which help an organization’s investment plan to be implemented. The goal is to manage a complex pipeline of sales standards, standardize processes and improve deal quality.

The process of creating a successful deal management plan starts by knowing what the responsibilities and goals of each role in the sales cycle, and making sure that the roles have clear handoffs. This ensures that the correct people work on the right deals and that their responsibilities don’t overlap too often. This can lead to confusion or conflict, and ultimately, slow down the sales process.

A good process for managing deals should also include a timeline for each stage, as well as the criteria that must be met for the next. This will help teams to identify any issues maximizing the benefits of a data room for m&a due diligence and take steps to overcome them. A robust process should provide for a consistent communication among all parties involved in the transaction, including external partners such as brokers or investment managers.

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