Spring cm survey on sales contracts legal execs

© 2010 SPRINGCM INC. ALL RIGHTS RESERVED.

Summary Results of Sales Contract Issues 2010 Survey – Legal Executive ViewSurvey of Corporate Legal Executives

Sponsored by SpringCMOctober 2010

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© 2010 SPRINGCM INC. ALL RIGHTS RESERVED. 2

Sales contract process a challenge

It's all good17%

Issues with sales contract process

83%

State of Sales Contract Process

4 out of 5 corporate legal executives not satisfied

Source: SpringCM Survey of Corporate Legal Executives, Oct 2010


4 issues emerge as top priority

Managing revisions and negotiation cycles

Inconsistent terms

Lack of visibility

Time chasing contracts`

30.1%

37.3%

16.9%

15.7%

Compliance and managing revisions stand out



Compliance grows in priority as organization gets smaller

Enterprise_x000d_(>10,000 employees)

Large_x000d_(1,001-10,000 employees)

Medium_x000d_(201-1,000 employees)

29.5%

33.0%

54.2%

Compliance as Top Issue by Organization Size



Managing contracts through negotiations impacts large organizations most




24.3%

39.8%

25.3%

Managing Contract Change Issues by Organization Size



Sales productivity viewed as top priority by few legal executives




12.8%

13.6%

12.0%

Sales Productivity Issues by Organization Size


© 2010 SPRINGCM INC. ALL RIGHTS RESERVED.

Survey information

Online survey conduced October 2010 100 C-level and Vice Presidents of Sales More information and commentary available

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