Maximize Seller Productivity with IAM for Sales

IAM for Sales is the Docusign Intelligent Agreement Management (IAM) solution for sales teams looking to stay competitive by boosting their productivity and capturing more deal value. It includes advanced capabilities to help you close deals faster while extracting valuable insights from sales agreements, like locating favorable terms, tracking renewal dates, and price changes.

Additionally, by seamlessly integrating with popular customer relationship management software (i.e. CRMs) like Salesforce, sales professionals can easily generate professional agreements freed from process bottlenecks and administrative burdens. This also reduces the chance of errors from entering the sales process — due to patching together disparate systems and manually re-entering information.

Traditional sales agreements waste time and introduce errors

Sales agreements created manually are prone to mistakes that waste your team’s valuable time.

To make things even worse, compliance issues and unforeseen bottlenecks often lead to delays in the sales process and missed opportunities.

In addition, your sales teams often have to scan through lengthy contracts to find vital information, further wasting time and energy. Finding key contract terms, renewing dates, and checking for price increases takes time. It's a significant drain on time and energy. This effort could be better used for meeting with customers.

Deloitte released a new report that identifies the costly and negative impacts of poor agreement processes and tools on sales. It shows that inefficient agreement management processes lead to a nearly $2 trillion loss in annual global economic value from lost productivity and revenue opportunities. 40% of this lost value stems from customer-facing functions like sales and marketing, driven by missed revenue opportunities including delayed deal closures for sales teams.

IAM for Sales unlocks the potential of your sales agreements

IAM for Sales allows agreements to be completed faster, so your teams can spend more time maximizing revenue from your existing customer relationships and future sales opportunities. Rich insights and data is accessible by your teams — all at their fingertips, to streamline their sales processes.

IAM for Sales allows your sales teams to enhance productivity and remove friction with:

Automated agreement workflows that route to the right stakeholders based on agreement contents
Agreement generation with tools they already use with seamless integrations
Faster signing processes that reach customers on their phone and tablets
Identification of opportunities to maximize revenue from existing customers and new prospects

Check out some of the important platform services and capabilities included with IAM for Sales below.

Speed up deal closures with Advanced Workflows and Maestro

An essential part of IAM for Sales, Advanced Workflows features, such as conditional routing and signing groups, ensure necessary signatures are gathered quickly and easily. Tracking signatures in real time gives your sellers visibility into the “where” and “why” of delays and stalled agreements. This empowers them to intervene as necessary and keep the deal moving forward.

Maestro integrates with the Docusign App Center, so you can easily use CRMs like Salesforce and HubSpot, payment processing applications like Stripe, and other popular applications. You can also use popular features like Docusign Web Forms and eSign Templates within your Maestro workflow.

For an in-depth understanding of Maestro, check out this insightful blog and this Docusign University course (for customers) on building your own custom workflow.

Navigator maximizes value from every sales agreement

IAM for Sales consolidates your agreements into Navigator, a searchable repository that centralizes agreements within internal teams. This equips sellers with valuable, easily-to-access insights from your sales agreements. Within Navigator, customers will see business-critical agreement information front and center with the help AI-assisted technology.

Navigator employs advanced analytics to help your sales team identify favorable terms, improve tracking of renewal dates, and capture YoY price changes — all in real time. This means your sales team can spend less time combing through all your sales agreements for specific terms and conditions. Where sales teams were previously reacting to upcoming renewals at the last hour, they can now better plan for upsell and cross-sell opportunities going into renewal conversations. Suddenly, they’re free to work on maximizing revenue from your existing agreements and discover new sales opportunities.

For an in-depth understanding of how Navigator works and how you can incorporate it into your workflow, check out this Docusign University course going into step-by-step detail on how it works.

Empower your sales team with Gen for Salesforce

An essential component of IAM for Sales, Gen for Salesforce empowers your sales team to quickly and easily generate sales agreements directly within Salesforce. This eliminates inefficiencies and opportunities to introduce errors by manually copying sales agreement information.

Agreements are generated from preconfigured templates, ensuring that sellers are always using the most up-to-date and legally approved language. You can apply conditional fields to templates in which fields show only in certain conditions. In this way, a single template can flexibly adapt to multiple situations, so that you can deliver custom agreements based on deal info - such as customer location or products purchased. And, it would only require an admin to maintain a single template.

Learn how to use this feature at this Support guide and watch an overview video on this page.

Leverage the most powerful version of eSignature

We’ve included our Enterprise version of Docusign eSignature with IAM for Sales, so your business can collect unlimited signatures within your customer agreement process.

This is the most powerful version of eSignature and it comes with a host of powerful tools and functionalities. Here’s how they work:

Use Cases for IAM for Sales

Generate, sign and store sales contracts

Create Templates with pre-approved language
Automatically generate sign-ready agreements directly from your CRM and other sales tool integrations
Collect additional customer info with web forms
Store and manage contracts in a centralized location

Automate contract approvals and execution

Pre-configure approval workflows, based on contract terms
Extend agreement process to before and after
Track agreement status and location in real-time

Capture and track renewals and price changes

Get notifications or generate a report of upcoming renewals and annual price increases (date-based notifications)
Search agreement data to check on terms around price increases
Search for terms and companies in a centralized source of truth

Help Finance accurately bill against contractual terms

Search in Docusign Navigator for payment and obligation term
Configure signed agreement data to generate payment subscriptions using Stripe (available in App Center)
View a contract’s audit trail

Top industries that benefit from IAM for Sales

IAM for Sales is targeted towards companies with a B2B model. A few common use cases include:

SaaS and Tech: Rapid product cycles and global sales necessitate agile sales contracting for licensing, service agreements, and partnership deals.
Business and Professional Services: Consulting, legal, accounting, marketing, engineering, IT, and firms that cater primarily to other businesses (B2B) and require accelerating agreement signing and consistent productivity.
Manufacturing, Wholesale and Distribution: Complex, configurable product sales within the global supply chain demand precise, efficient sales and partner agreement management to maintain compliance and a competitive edge.
Oil & Gas, Energy, Utilities: Companies that leverage contracts to delineate terms under which resources, services, and products are sold, traded, and distributed — including supply and offtake agreements and power purchase agreements (PPA’s).

Close the deal with IAM for Sales

IAM for Sales allows your sales team to maximize their productivity, close deals faster, and capture more revenue — all while unlocking advanced data and analytics from every agreement.

Explore our Pricing and Packaging page and set your team up for success with IAM for Sales.

Author

Docusign Contributor

Published

May 30, 2024