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CLM Matrix - Contract Lifecycle Management Using Microsoft SharePoint 2007

Contract Lifecycle Management Perspective for Sales Executives

Questions for Sales Executives Considering Contract Management Systems:

  • What are some of the quick wins in contract automation for the sales team?
  • Does your organization understand its current rights and obligations for its sales contract portfolio?
  • Does your organization have a database summarizing the strategic information in your company’s sales contracts? How is data entered into this database?
  • Do your customers brag about how efficient and painless your contract process is?
  • Is your contracting process perceived as a bottleneck in your organization?
  • Is it easy for the sales organization to research contracts for which they are responsible and plan and prioritize their work?
  • Do sales reps have access to a digital summary of their contracts?
  • Is the contract process transparent to quickly find the status of any contract in the pipeline?
  • Would a pipeline view of all contracts in progress be of value to your organization? Why?
  • Is there compliance or regulatory risk in your contracting process that needs to be addressed?
  • Is your current contracting process able to change faster than your product/service offerings thereby contributing to business agility?
  • Are there different processes for different contract types and if so, has each process been carefully defined?
  • Is initiating a new sales contract quick and easy for the sales team?
  • Does the current contract process allow sales reps more face time with customers?
  • Would a mobile contract initiation feature be of benefit to the sales team? Why?
  • What kind of technology or process automation tools are in use today? How effective are they?
  • Does your organization perform clause level analytics on your contract portfolio today?