Invest in your tools early, and create guardrails around and within those tools so that your salespeople can be efficient and self serve.
Key takeaways
Here are some learnings from their conversation:
- Know your north star when creating a deal desk. There are many types of deal desk flavors, from operations-, pricing-, to strategy-focused, but ask yourself, what problem am I trying to solve right now?
- Understand how your customers buy your products today. What is the current lead or quote cash process and who’s owning what parts of that process?
- Align and build trust with executive and sales, finance, and legal leadership. If you understand what your overall business goals are, you can collaborate and meet and exceed their expectations.
- The currency for deal desk is efficiency. Push for self-service and efficiency, such as a CPQ tool and CLM integration. You need a tool to manage your price book, pricing, discounting, and then ultimately produce an order form or other contractual document that a customer can execute.
- People help you grow, but tools help you scale 100%. Ensure people aren’t spending their time performing manual processes and automate as much as you can.
Ironclad is not a law firm, and this post does not constitute or contain legal advice. To evaluate the accuracy, sufficiency, or reliability of the ideas and guidance reflected here, or the applicability of these materials to your business, you should consult with a licensed attorney. Use of and access to any of the resources contained within Ironclad’s site do not create an attorney-client relationship between the user and Ironclad.
