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Boost Win-rates Through Better Deal Management

Content Provided by Miller Heiman

The deal in your pipeline was huge and considerable time and resources were devoted to bring it to close - yet it fizzled out and fell through in the end. To make matters worse, this seems to be a trend, and everyone from the sales rep to the executive suite wants to know why.

Large deals create high-impact revenue as well as long-term relationships that can generate additional sales down the road. Understanding how to improve win-rates on large deals is an investment that pays off through more deals closed, additional sales down the road, and fewer wasted resources on deals with low potential.

According to our research, 51 percent of top-performing sales organizations continually utilize a disciplined process to evaluate all large deals, compared to all others at only 39 percent. The difference between the two groups demonstrates the value of taking a structured approach to deal management to impact win-rates.

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