With B2B and other sales roles becoming more aggressive and competitive than ever before, businesses have started to take notice and get themselves ahead of the game.
One of the latest game changers making waves in workplaces across America is the introduction of deal desks in as a way to centralize the entire deal making process and free up time and energy for salespeople.
These desks act as a home base for the sale team and have the main goal of helping to grow the company. However, as great as the logic of a deal desk is, it gets nowhere without the right implementation and practices in place.
Before you can even consider starting a deal desk in your organization you need to be committed to following these practices otherwise you will lose sight of the purpose of these desks altogether.
Deal desks don’t always have the be the same thing for every business because as we know every business is unique in one way or another.
Before you think about implementing one you should have an exact idea in mind of what their role is, their specific duties, and what they will be accountable for in the organization.
Without a clear picture in mind and specific job description, it will be impossible to tell whether it’s failing or succeeding.
Once you know what the role of the deal desk is, you’ll have to decide on staff. There are a few things to consider in terms of best practice for your deal desk, but ultimately it comes down to how many staff are in the organization.
Smaller businesses will be happy to have just one employee on the desk, however, larger corporations will need multiple members.
Within the deal desk, there will be different roles and levels of superiority, and these should all be clearly defined before any employees are added to it.
If there are situations when a salesperson has some free time and they want to work on closing the deal, it may be tempting to continue with the process and not send it on to the deal desk staff.
However, one of the most important things to ensure with a successful deal desk is consistency and ensuring that exact same processes are always followed with the sale.
When the lines are blurred just once, it means all future dealings with the deal desk are uncertain and you lose the very purpose of having this clearly defined sales structure.
In any sales environment, there tend to be one or two over-achievers who consistently perform above the mark. Although these are usually favored, a deal desk needs to ensure it is always running to serve the entire organization and not just a select few.
The main goal of the desk should be to grow the company and improve profits so that the entire organization does better. When you start to favor one or two salespeople then the purpose of this desk becomes obsolete.
Once your deal desk is up and running, the results will be seen in just a few months. Just as anything in business, though, you can’t expect a miracle overnight.
However, with the right implementation and a strict adherence to the best practices you can ensure that your organization reaps all of the rewards.
A deal desk should do more than just assist sales people in closing deals; it should be a wealth of knowledge and act as a home base for the sales team.
With the help of this desk, the organization will be able to analyze sales data, project future growth, and facilitate longer lasting and better relationships with clients.
With a functioning deal desk in your company, your salespeople will have more time to work on what they do best and your deal desk employees can focus on getting the very best outcome for both you and your clients.
As more and more companies see the huge benefits that this structure can have, it will likely become a permanent fixture in the American workplace.