Deal management focuses on the processes and practices which allow an organization’s investment strategy to be implemented. The objective is to manage the sales process in a complex manner and standardize procedures, improve deal quality, and ultimately boost conversions.

Creating an effective deal management process starts with understanding what the roles and goals of each position are in the sales cycle, then ensuring that these roles have clear handoffs. This ensures that the right people work on the right deals and that their roles do not overlap too much. This could lead to confusion or conflict, and ultimately slow the sales process.

A good deal management procedure should also include a timetable for each stage and the criteria that must be met to move on to the next. This will help teams to identify any bottlenecks and then take steps to eliminate them. A good process should allow for constant communication between all the parties involved in the deal including external partners such as investment managers or brokers.

In a complex environment there are multiple people involved in the sales process. This is especially true in the midmarket and enterprise segments with many decision-makers, feature requests critical dependency, and many more. The management of these deals requires more visibility and oversight, ideally via a technology solution like Revenue Grid that provides the level of visibility and oversight required to ensure that the right people are focused on what they need to be working on.

deal merger and acquisition