Contracts and Making Sales Easier // Part 3

I wrote the other day that there are two (and only two!) contract-related ways of making Sales easier.

  1. By making it easier for the Customer to decide to sign the contract.
  2. By making it easier for the Sales team to bring the Customer to the point that the Customer decides to sign the contract – i.e. some kind of Sales Enablement.

Today I’m going to talk about the benefits of Sales Enablement.

First off, let’s do away with the old myth that Sales and Legal are in natural opposition. In a business which has adopted Good Contracts Closed Quickly (GCCQ) as the basis of its Sales Contracting Process, there’s a mutuality of interest.

Sales wants the contract closed quickly (they get paid commission) and Legal wants contracts closed quickly (they just do – it takes a load off their plate).

But it goes deeper than that. Where GCCQ is working effectively, higher proportions of customers are in the No Touch and Lo Touch bands. And that means that Sales have more time to deal with the bigger ticket customers that are, generally, in the Hi Touch Band.

Deeper still – when Sales staff are able to spend more time closing big ticket customers they make more in commission. Which, for the business, means happier Sales staff and less Sales staff churn.

And that means that Sales have more time to deal with the bigger ticket customers that are, generally, in the Hi Touch Band.