Deal management focuses on the methods and practices that allow an organization implement its investment plan. The goal is to control the sales process in a complex manner and standardize procedures, improve deal quality, and ultimately increase conversions.

Creating an effective deal management system starts by understanding what the responsibilities and goals of each role are in the sales cycle, and making sure that those roles have clear handoffs. This will ensure that the right people are working on the correct deals, and ensures that the roles don’t clash too much. This can lead to confusion or conflict, which can ultimately slow down the sales process.

A great deal management process should also include a clearly defined timeline for each stage as well as the criteria that must be met to move on to the next stage. This will enable teams to identify any obstacles and take action to overcome them. A well-organized process should ensure that there is a consistent communication between all parties involved in the deal, which includes external partners like brokers or investment managers.

In an environment that is complex in sales multiple stakeholders have a hand in the process. This is particularly true in the midmarket and in the enterprise segments with many decision-makers, feature requests, critical dependency, and more. managing these deals requires greater visibility the pivotal role of VDRs in asset management and acquisitions and oversight, ideally with a software solution such as Revenue Grid that provides the degree of transparency and oversight required to ensure the appropriate people are working on the projects they are required to be working on.