Close Deals Faster: How To Streamline Your Sales Contract Process www.glider.com

Close Deals Faster: How To
Streamline Your Sales Contract Process
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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The Evolution.
From paper to the web.
From the biggest companies down to small, growing enterprises, sales
contracts are a crucial part of business. They are directly tied to revenue,
and, if mismanaged, can cost your company millions.
Despite their importance, most companies don’t have visibility into the sales contract process or the ability to track
it.
For the last fifteen years or so, there has been a standard way of dealing with sales contracts:
1. The Sales Representative creates a new contract from a template or previous contract;
2. They print it, get it approved internally, have it signed by the customer, and scan it back in;
3. Signed contracts are then stored on a shared drive, in a document management system, in an
email inbox, or in a cardboard box.
These three steps seem pretty straightforward, but when this process is multiplied across the entire sales
organization, a myriad of problems arise.
VPs of Sales and Finance have a general lack of visibility into the contract process. Understanding where contracts
stand means requesting individual status updates from the Sales Reps, which doesn’t offer any objective insight
into which contracts will close by quarter-end.
Sales Reps are spending increasing amounts of time managing the contract process instead of with their prospects.
Getting a contract from person to person for the needed approvals and signatures is a time consuming task, in
which each sign off can become a bottleneck, lengthening the sales cycle.
Furthermore, finding the contract after it has been signed can be problematic, and often involves looking back
through email histories to try to figure out who the last person to see it was-- a hunt that is frustrating at best.
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1231 NW Hoyt St., Portland, OR 97209 [email protected]
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STAGES OF THE
CLOSE
Internal Approval
Customer Negotiations
Final Signatures
Waiting on Legal
The magical 90%. Where so many of your
deals go to live, or die. You’ve spent top
dollar and time picking out the perfect
CRM, but what have you done to ensure
a speedy and consistent close?
Deal Kickoff
MSA Requested (Legal)
Legal Drafts MSA v1
Sample size:
15 SALES REPS
Time Spent
NAVIGATING
5 DEALS / REP
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THE SALES CLOSE
CFO Approval
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2 APPROVALS
2 SIGNATURES
Manager Review
So you have the verbal, now what?
Contracts go through several drafts,
approvals, and redlines on their path
to being signed. The process routinely
gets drawn out and, when multiplied
across multiple deals and reps,
becomes a leading cause of
unproductivity in the organization.
300 TOUCH POINTS,
48 HOURS PER TOUCH POINT,
MSA to Customer
MSA Rejected: v2 Kickoff
1 440 HOURS
How much time does your team spend closing?
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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Enter: Sales Contract Management Software
Sales Contract Management Software helps alleviate the pains associated
with managing a volume of contracts.
This software brings all of your contracts into one central repository and adds structure and reliability to the sales
contract process. Contract management products vary a great deal but tend to focus on one or more of the contract
lifecycle stages.
1. Pre-Execution
2. Execution
3. Post-Execution
1. The Pre-Execution Stage
Before a contract is ready to be signed, there are several steps that need to occur. First, a draft of the contract is created
from a contract template, a contract authoring tool, or a CPQ product. Depending on the company and the complexity of
the agreement, this may be done by the Sales Rep themselves, by Sales Operations, or by the Legal Team. Once the
contract is drafted, it goes through internal approval and negotiations before it’s ready to be sent to the prospect. Once
the contract is sent over to the prospect, it often goes back and forth through several redlined revisions in order to come
to an agreement.
With contract management software such as Glider, this step can be automated and streamlined, cutting down the
amount of time it takes for a contract to be “signature ready.” Historically, the process of getting approvals (both inside
the company and outside of it) has been a leading cause of bottlenecks. With Glider, however, the software tracks
document versions, takes care of reminders in the approval process, and keeps deals moving forward.
2. The Execution Stage
The contract is signed during the Execution Stage. E-signatures have revolutionized this stage making it vastly more
efficient to get signatures electronically vs. the offline process of printing a contract, mailing it to the prospect, the
prospect signing, and mailing it back. Dozens of countries (including the United States, European Union, and Canada) have
passed laws making e-signatures legally binding and equivalent to traditional “wet signatures” in the eyes of the law.
Most leading contract management products offer the ability to e-sign contracts, whether it’s built-in directly (as it is with
Glider) or through an integration with a third party e-signature service, such as Docusign. If you use a separate
e-signature service it’s good to be aware of any additional fees or subscriptions required.
3. The Post-Execution Stage
Contract management software allows for easy online archiving and organization of executed contracts, as well as full
visibility into their activity and revision history. Even if a contract has been amended several times, it’s easy to search
through the contract stages to get an accurate view of the entire process. Some contract management products even send
automated compliance alerts and renewal reminders so that you don’t have to keep track of these manually.
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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Advantages Of Sales Contract Software
An age of visibility, process, and efficiency.
1. Visibility
2. Efficiency
3. Reliability & Repeatability
Closing can be an arduous process. But with contract management software companies can close efficiently by easily
identifying bottlenecks and automating their workflow. Instead of wading through papers and emails to find out who’s
holding up a deal, the rep or VP of Sales can just log in to their contract management software and see precisely who
is stalling the deal and what they need to do to keep the deal moving forward. Furthermore, when there is someone
holding up a deal because they missed a deadline, email reminders will automatically be sent to that person to help
keep them on track. This allows the company to identify and eradicate bottlenecks.
Closing a deal is twice as efficient with automated workflows, another feature of contract management software. It
will automatically track the progression of each deal and send out status updates as steps are completed. Sales reps
can practically sit back and watch the deal complete itself, as the software will notify each person as their role in the
deal closure approaches.
Once a deal has closed, the process can be replicated with contract management software. This allows for reliability
and repeatability in the contract process with task and document templates. More than just an Excel template, this is
an entire closing process that can now be painlessly repeated.
The process also allows for maximum visibility into the “last mile” of the sales cycle. This is a crucial aspect of
contract management, that enables accurate reporting for the quarter-end. It gives objective insight into what will
close by showing how many deals are out for final customer signatures, how many are stuck in negotiation, and how
many are waiting on approval.
Contract management software decreases the amount of time reps and VPs of Sales spend on process, and allows
them to focus on prospects and revenue generation. With increased visibility and efficiency in the contract process,
companies can close more deals, forecast accurately, and decrease the amount of time they spend on tasks related to
contracts.
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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Contract Management Software in the Cloud
Highly secure, automatic backups, and easy access.
A decade ago, data resided in the organization's physical infrastructure,
and was thus controlled internally, but in the last five years or so,
companies have started moving their data into the cloud.
Cloud computing has undergone explosive growth in this time and now more than half of American businesses are
utilizing the cloud.
Some companies still have concerns about the security of the cloud, however. Let’s take a look at some of the cloud
security concerns and how cloud providers address them.
Concerns
Data security (and thus contract security) is the primary concern of most companies when it comes to cloud services.
Anxiety is natural: moving to the cloud means involving a third party (the cloud provider) in your security policy and
trusting them to securely handle your confidential data.
Another common concern is that without a physical paper trail, it will be difficult to locate contracts or view changes
made to them. Because the cloud seems like a massive infrastructure, it’s easy to imagine things being hard to find or
getting lost.
Solutions
If you're not using contract management software already, you're probably sending contracts via email, which releases
the contracts beyond your control. Contract management software today keeps you in control and offers the best in data
security, through the following layered technique:
• Data encryption
• Access controls
• Deterrents and preventative controls
Storing contracts in the cloud also makes accessing them easier than ever. For each contract there is underlying data,
which creates a digital trail that is easy to access and follow. Since you can locate your contract at any stage in its
lifecycle, it’s incredibly easy to catch mistakes before it’s too late.
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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Moving to Contract Management Software
Without good contract management software, companies have less
visibility into the sales contract process and aren’t able to take advantage
of its increased efficiencies.
Contract software offers a strong digital trail with secure access controls, excellent visibility, and decreased time spent
managing the process.
Ready to take the next step?
Glider helps companies get contracts done; streamlining the contract process, identifying bottlenecks,
and bringing visibility into the "last mile" of the sales funnel.
Glider empowers users with customizable workflows, document sharing, approvals, and e-signatures to
guide contracts through from start to finish. Glider provides objective insight into which contracts will
actually be signed by quarter-end, showing you how many contracts are waiting on legal, how many
are stuck in negotiations, and how many are out for final customer signatures.
Request a demo today, and find out how Glider can help your company increase visibility and
efficiency in the sales contract process.
Request a Glider demo
www.glider.com
1231 NW Hoyt St., Portland, OR 97209 [email protected]
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