Revenue Contracts: This quick win can save your team valuable time during quarter end!

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 A crucial responsibility often overlooked by a contracting deal desk function pertains to educating the business on the contents of commercial contracts. While training may occupy reps' selling A crucial responsibility often overlooked by a contracting deal desk function pertains to educating the business on the contents of commercial contracts. While training may occupy reps' selling time, it is instrumental in enabling sales representatives to steer clients appropriately through critical aspects of the contract. The reference materials must link back to the product catalog, and specify which contract documents or language are requisite for different sales categories. 


As for creating this structure here is a list of action items:

  1. Develop a Schedule: Develop a consistent training schedule to educate sales representatives on the contents of commercial contracts. Develop a standardized methodology for assessing sales representatives' understanding of the contract contents, which can inform subsequent training.
  2. Reference Materials: Create easily accessible and comprehensible reference materials that link back to the product catalog and specify which contract documents or language are requisite for different sales categories. Partner with legal and compliance teams to ensure the accuracy of the reference materials and training content.
  3. Use the a system (i.e. the CRM): Embed informational widgets on the customer relationship management platform to provide quick access to relevant contract information. Implement a system for providing ongoing training to new hires and existing sales representatives.
  4. Dedicate a Resource: Assign a dedicated resource to manage the education and training program for commercial contracts.
  5. Track Success: Establish metrics to track the program's success, such as the percentage of reps who can navigate the contract's critical aspects accurately.
  6. Iterate: Conduct regular reviews of the education and training program to ensure its effectiveness.


The most daunting of these task is clearly the documentation (reference material creation). A great way to optimize this creation is to use ai powered tools to summarize information from the contracts. Even free tools such as ChatGPT can assist in creating palatable content such as slide decks and bulleted lists.



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