For many sales people, 'getting to yes' with the customer is only half the battle. Coping with the inefficiencies of their own organization can be almost as challenging – and this is frequently the case with the contracting process, where complicated rules and limited visibility can undermine Sales productivity and threaten business controls and financial performance.
At a time of heightened market uncertainty and increased business complexity, the negotiation and management of contracts gains increased attention. This report offers an insight to the state of sales contracting, drawing from input by more than 250 large corporations to explain the issues and describe the benefits that flow from process improvement. While the study provides a holistic overview, it has also yielded the first authoritative, independent insight to the value of defining and automating the contract management process and integrating with the customer relationship management (CRM) environment.
The independent research was led by the International Association for Contract and Commercial Management, with support from Selling Power, an association for sales and marketing professionals, and sponsorship by Ariba, the leading provider of collaborative business commerce solutions and salesforce.com, the foremost organization in enterprise cloud computing.
Among the findings are:
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