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Deal Management – How to Effectively Manage a Complex Sales Pipeline

Deal management focuses on the procedures and practices that allow an organization to implement its investment plan. The goal is to manage a complex sales pipeline as well as standardize practices, increase deal quality, and ultimately increase conversions.

Making a deal management plan starts by knowing what the responsibilities and goals the right approach to select top data room providers in the market of each role in the sales cycle, and making sure that the roles have clear handoffs. This ensures that the right individuals are working on the correct deals and that their responsibilities don’t overlap too many times. This can cause confusion or conflict, which can ultimately slow down the sales process.

A good deal management process should also include a schedule for each stage, as well as the criteria that must meet to move on to the next. This will enable teams to find bottlenecks, and then take steps to overcome these. A good process should allow for constant communication between all parties to the deal, including external partners like brokers or investment managers.

In an environment that is complex in sales numerous stakeholders are involved in the process. This is especially true in the mid-market and enterprise segments with numerous decision makers, feature requests, critical dependencies, and so on. Managing these deals requires greater visibility and oversight, ideally through a solution that uses technology such as Revenue Grid that provides the degree of transparency and control required to ensure the proper people are working on the projects they are required to be working on.

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