When dealing with long, complex sales cycles, deal tracking requires a different approach. To help you navigate this challenging terrain, here are some essential tips:

1. Nuanced Forecasting Methodology

Long sales cycles with bulky deals can complicate ARR forecasting. Consider using an adaptable forecast range for each sales stage. This approach provides regulated flexibility for inevitable ups and downs without needing to move backward or create an endless list of stages.

2. Don’t Overcomplicate Pipeline Stages

It may sound counterintuitive, but many teams fall into the trap of setting up an overly extensive list of sales stages for long deal cycles. Each sales stage should reflect a milestone, which may include a different series of events. Focus on defining the milestone, rather than covering every iteration with a new stage.

3. Track Stakeholder Involvement

Consultative sales deals often involve many stakeholders, both internal and external. Leverage automated association and validation rules to ensure everyone is linked to the deal. Use reporting to assess which stakeholders provide the highest value by deal segment.

4. Build a Robust Customer Hand-Off Process

Complex sales deals often lead to complex customer success onboarding. Ensure you’re tracking an appropriate level of detail for your customer success teams. Consider using a separate object with notifications that provide sufficient detail for downstream teams.

Conclusion

Managing long sales cycles can be challenging, but by adopting these strategies, you can streamline your deal tracking process and improve your sales outcomes. What are your recommendations for managing complex deal cycles? Share your thoughts in the comments!

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