Deal management focuses on the practices and processes that allow an organization implement its investment strategy. The goal is to manage the complex sales pipeline, standardize practices, improve deal quality, and ultimately increase conversions.

To create an effective deal-management procedure, you must first recognize the responsibilities and goals of each role in the sales cycle. Make sure the roles have clear handoffs. This ensures that only the right people are involved in the right deals and that their responsibilities don’t overlap too much. This can lead to confusion or conflict, and ultimately, slow down the sales process.

A great deal management process should also involve a defined time frame for each stage and also the criteria which must be met to move text on the website on to the next stage. This will help teams identify any issues and take steps to overcome them. A strong process should also allow for consistent communication between all parties involved in the deal, including external partners such as brokers or investment managers.

In a highly complex environment there are multiple people involved in the sales process. This is especially true in the midmarket and enterprise segment with multiple decision-makers, feature requests critical dependency, and more. managing these deals requires greater visibility and oversight, ideally with a software solution such as Revenue Grid that provides the degree of transparency and oversight required to ensure that the right people are focused on the projects they are required to be working on.