Understanding the concept of deal desks in sales operation

Deal desks provide a centralized department to manage offers that don't fit your organization's standard sales process. Not every sale is created equal; some call for specific handling and approval. Deal desks can be helpful when the stakes are high and closing the sale is challenging. This helps to drive sales engagement, performance, and results. 

Sales organizations have used deal desks for some time. Still, they are becoming increasingly popular since they improve the sales force's productivity and provide unique customer solutions. We'll talk about deal desks, their advantages and disadvantages, and how to make the most of them. 

How do deal desks work?

A centralized team known as a deal desk enables exclusive, high-end deals. To create solutions that are a little beyond the norm for traditional sales channels, it frequently works with challenging issues by employing a cross-functional team. Its objective is to boost revenue by ensuring that high-value deals flow through the sales funnel fast. 

Deal desks are essential to businesses because they allow them to accommodate unusual deal requests. Deal desks also affect sales-related tasks that assist the entire deal process, including pricing and contracts. Not all sales deals are handled by a deal desk. Deal desk resources should be saved for high-value, difficult circumstances by letting standard deals still go through the standard sales procedure. 

In sales operations, what duties fall under the deal desk? 

Deal desks require a lot of power and empowerment to make commercial decisions. They must have the knowledge, power, and authority to cut through red tape and make effective pricing and contract negotiation decisions. 

Deal management

Deal desks oversee the entire deal process for complicated transactions. Anything outside the parameters given to the sales organization for pricing and contract authority is classified as "complex deals." 

Deal approval

Just as we originally knew, the concept of a deal desk is an approval process necessary in different sales cycles in businesses. Deal desks examine and approve each deal that enters your company. So this is a crucial duty in general sales operations.

Defining common parameters 

The sales organization can use the "standard deal" parameters and tools that deal desks give and control. This is also seen as an essential obligation because without adequately defining parameters, how can sales operations be carried out effectively?

Managing internal problems 

Deal desks represent the sales organization as the primary point of contact for deal negotiations and internal deal dispute resolution. While internal problems are not managed effectively, they tend to accumulate and, in the end, negatively affect general sales operations.

Getting answers

Participants on the deal desk must be innovative and goal-oriented. Deal desks are given the authority to come up with non-standard deal solutions while maintaining brand consistency for your business. 

Executing deals effectively 

Deal desks shorten the time it takes for a deal to go from opportunity to execution. Of course, deal execution is also a critical duty as it contributes to the general growth of the firm/organization.

Assisting the sales team

Deal desks enable the sales team to concentrate on closing deals to find and close more of them. The sales division helps in the swift completion of different sales operations, so it's also seen as a crucial obligation.

Deal desk strengthens sales teams 

Deal desk aid sales teams in closing more deals and raising their win rates by centralizing all deal data and streamlining crucial procedures. 

Deak desk strategy

Here are three ways a good deal desk strategy can strengthen sales teams: 

Deal desk assists salespeople in generating more revenue

Deal desk assists sales teams in generating more revenue by centralizing all deal information and automating crucial procedures. Deal desks assist sales teams by giving them access to deal status information to quickly follow up with clients and prospects. 

Deal desks raise win percentages.

Deal desks increase win rates and assist sales teams in closing more deals. Deal desk helps sales teams by automating crucial procedures and visibility into the state of deals, ensuring that they are always informed of the most recent developments and preventing last-minute shocks. 

Deal desk assists sales teams in risk management.

Deal desk aid sales teams manage risk by centralizing all deal information and automating essential procedures. Deal desk support sales teams by giving them access to information on the progress of deals, allowing them to spot possible issues early and take appropriate action. 

Sales performance 

Any sales organization must include a deal desk. This enables sales teams to concentrate on closing deals rather than handling back-office duties. A successful deal desk boosts sales efficiency by expediting the transaction approval process and providing visibility into the sales funnel. 

Customer satisfaction 

By ensuring that deals are executed swiftly and effectively, a deal desk can also help to enhance the client experience. Customers can be kept updated on the status of their orders by offering visibility into the status of deals. 

Standardization of methods and equipment 

The deal desk's responsibility is the company-wide standardized use of tools and processes. Simplifying the sales process entails designing templates, workflows, and documentation. Additionally, it involves collaborating with several divisions to guarantee that everyone utilizes the same hardware and applications. The deal desk may ensure that deals are performed effectively and accurately by standardizing processes and technologies. 

Salespeople can benefit from the deal desk's advice on using the various tools and systems as a resource. The deal desk can assist in ensuring that deals are closed promptly and effectively in helping sales reps in comprehending and using standard tools and procedures.

Align the business units and key stakeholders

The deal desk serves as a link between business units, other stakeholders, and sales professionals. The deal desk ensures that everyone is working toward a common objective by coordinating the interests of all parties. This enables the business to make wise choices and obtain the greatest outcomes from its agreements.

Quick renewals 

Timely renewal takes place within the time frame allotted in the first contract. This means that a renewal within the six-month timeframe would be regarded as timely if your initial contract required that renewals occur every six months. 

There are a few factors that make timely renewals crucial. They start by ensuring the deal desk has enough time to prepare for the following round of negotiations. Second, they prevent interruptions in service levels or the availability of goods and features. Finally, they contribute to cost containment by avoiding the need for last-minute rush orders or accelerated shipping expenses. 

Benefits and possible drawbacks of deal desks

Deal desks have many advantages, but they also have some disadvantages. The following are the benefits of setting up a deal desk: 

Time is saved

Deal desks expeditiously make choices during time-consuming transactions by navigating bureaucracy. Time is adequately managed when deal desks are employed; as we all know, time is very important in sales operations.

It gives customers a sense of worth

High-value targets receive preferential attention from a deal desk, letting them know that the company appreciates their patronage. Customers like being treated with top priority, which all organizations dealing with sales operations should look forward to.

It gets rid of bottlenecks

Deal desks eliminate the delays that can happen when conventional sales staff are unaware of how to handle longer contracts. Delays and other constraints are bad for sales operations, and organizations should look forward to getting rid of them.

The following are some drawbacks of establishing a deal desk in your company: 

It detracts from the company's other aspects

Experts on the team may not be completing all of their jobs since the deal desk diverts them from their regular responsibilities. Every aspect of the company's sales operation is essential, but the concept of a deal desk doesn't always facilitate this.

Sales representatives become confused as a result

Sales representatives could be unsure which deals with handling and which to refer to the deal desk. This major constraint increases the time needed to complete certain sales operations.

How can one implement deal desks in a sales operation?

Implementation of sales operations in every firm/organization is crucial. Your deal desk's success depends on the proper implementation, so you must set it up correctly. Here are some pointers to help you get started if you're considering setting up a deal desk. 

Define expectations and establish clear objectives

Establishing the goals of the deal desk is essential before moving further. Determining the duties of other coworkers is also crucial; having these objectives, critical outcomes, and defined roles in place will keep all teams engaged and on the same page. 

Ensure that the participating teams are coordinated

The deal desk requires alignment between the various stakeholders and the resources they contribute to operating effectively. This will guarantee an accurate and continuous flow of information, enabling sales to clinch agreements without asking clarifying questions. 

Ensure excellent team collaboration

Make sure the deal desk has the power and responsibility to make choices independently, as doing otherwise would require involving others. For instance, legal teams can build up a system that requires legal review each time a contract deviates from the usual terms or give sales the ability to decide on non-standard contract terms. 

Remember your customer, who is your most significant stakeholder

Deal desk assistance should speed up sales closing, but not at the expense of poor customer service. A poor customer experience can result in lost momentum, disengagement, and a poor initial impression of the company and the teams they've worked with. Make sure you prioritize the customer throughout the sales cycle. And no matter how effective the deal desk is, sales won't be obtaining signings on the dotted lines if the client or customer had a poor experience. 

Implement deal desk software, if you can

Deal desk software, often known as sales automation software, can make managing and maintaining the deal desk easier for teams. This software's integration with the chosen CRM for sales can also establish a two-way data flow, keeping everything current and aiding groups in maintaining version control. 

Frequently asked questions (FAQs)

Is deal desk a part of sales operations?

A deal desk often represents an organization in managing and negotiating commercial contracts. The revenue operations, sales operations, legal, or finance departments sometimes house the deal desk. The specific duties of a deal desk can differ from one firm to another. 

What is the deal desk process?

The deal desk is a procedure created to assist businesses in concluding contracts with clients and customers. It allows companies to monitor their sales funnel and ensure they take full advantage of their possibilities. 

Why do you need a deal desk?

A deal desk's role is to assist the sales team in completing deals. They accomplish this by handling approvals for special terms and conditions, monitoring approvals for discounts and promotions, and offering pricing advice. Deal desks are also in charge of making sure that all transactions adhere to company rules and regulations. They also play a crucial role in streamlining and enhancing the contract management process. 

What is a deal desk in Saas?

A deal desk comprises a cross-functional team whose only goal is to ensure that high-value, complex deals in the sales pipeline go smoothly and are signed. 

What is a deal desk function?

A deal desk is a centralized, cross-functional staff that assists in moving complex, high-value deals through the sales pipeline. Consider it your one-stop shop for successfully closing deals in a fair amount of time. 

How do you run a deal desk?

The revenue operations teams are typically in charge of this task, though occasionally, the revenue operations manager will consolidate data from several teams. A deal desk analyst or specialist who counsels the sales force and aids representatives in closing more agreements may exist in larger companies. 


Incorporating an effective deal desk process into your sales operation plan enhances sales productivity, attracts new clients and manages complex deals much more quickly. Deal desk streamlines your deal-closing process by building a consolidated database that contains all necessary data. To close complicated deals with potential VIP clients, a group of knowledgeable employees from diverse departments may pool their knowledge. 

You also prevent deal-breaking errors by cutting off the time your sales team would normally spend conducting manual research. Your deal desk team also aids in establishing long-term corporate objectives or an organization's overall plan. If you want to launch your own deal desk, clearly define your goals for the team and assign them specific tasks and responsibilities. Verify that everyone is entirely aware of your consumers' buying processes. Additionally, you might automate some of your typical procedures.

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