Deal management focuses on the procedures and practices that allow an organization carry out its investment strategy. The objective is to manage the complex sales pipeline to standardize practices and increase the quality of deals.

A successful deal management strategy starts with understanding the responsibilities and objectives of each job in the sales cycle, and ensuring that those roles have clear handoffs. This ensures that the appropriate people are working on the correct deals, and also ensures that the roles don’t clash too much. This can cause confusion or conflict and ultimately slow the sales process.

A good deal management procedure should also include a timeline for each stage, as well as the criteria to meet to move on to the next. This will help teams identify any bottlenecks and then take steps to overcome them. A well-designed procedure should allow for continuous communication between all parties in the deal, including outside partners such as investment managers or brokers.

In a complex sales environment there are many stakeholders who are involved in the process. This is especially true for the midmarket and in the enterprise segments with multiple decision-makers, feature requests critical dependency, and deal merger and acquisition many more. To manage these deals, you require more control and visibility. A technology solution such as Revenue Grid can provide this level of control and visibility to ensure the appropriate people are working where they should be.

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