Deal management is a procedure that involves monitoring, analyzing and prioritizing your deals, regardless of where they are in your sales pipeline. It’s the process of communicating with your team members and working throughout the sales cycle in order to increase the quality and efficiency of your deals.
The first step to create an effective deal management system is to make a document that defines your sales strategy, and the steps by each deal must go. This will enable your team gain an accurate pipeline view and also automate repetitive, time-consuming tasks that hinder productivity.
Then, ensure that every deal has a central place where you can monitor and analyze them. Freshworks automates this process for you by generating an account feed that contains each piece of information pertaining to the deal. This view lets you add to-dos and mark the amount of time that you spent on the deal. You can also tweet about people.
Set up mutual action plans with your customers and prospects after establishing clear expectations for each stage of the process. This will ensure that both parties are on the same page with regards to what needs to be accomplished when, what time and how to complete it. This results in more efficient and predictable workflows, which will increase the likelihood of successfully closing each deal.
When a prospect has reached the point of converting it is important not to allow them to lose their interest or become distracted by other matters. With a centralized, structured handoff procedure in place, even your less experienced reps will be able to confidently take the lead and keep the sale moving forward.
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