Maximizing Revenue Using the Deal Review Process

If you're in sales, have you ever wondered why the finance guys and gals insist on being part of "your" sales process? If you're in finance, I bet you've scratched your head a time or two when you've seen some of the figures the sales team wants to present to a a client. In the end, both teams are asking the same question: "Why?"

The answer lies in the different strengths and perspectives that each team brings. The typical sales team is wired to get the deal done and can overcome remarkable odds and hurdles to make that happen. On the other hand, the average finance team is tasked with getting things right, which in the context of sales support includes things like margin analysis and revenue recognition policy decisions.

If done well and with the right people involved, the deal review process should be seen not as a necessary evil, but as a revenue maximizer. The finance team will ensure that every cent the sales team signs will be recognized as revenue and thus be eligible for immediate commission and over time, the sales team will know exactly how to structure and position their deals for maximum revenue. Through close collaboration a robust deal review process will ensure that the right deals get done.