Close Deals Faster: Streamlining Contract Negotiations with Sales and Legal Teamwork

Deals shouldn't be held up once they get to the contract phase. But they usually are. Just when Sales is ready to party, Legal jumps in, and the brakes hit the floor. The waiting game starts.

It doesn't have to be this way.

The secret to speedy, seamless deals isn't bypassing steps. It's aligning two sides—Sales and Legal—so they flow as one. Executed with ease, this change turns everything around. You gain trust. You gain time. You gain deals.

The Clash That Kills Momentum

Sales crave velocity. Legal craves security. Sales are pursuing victories. Legal is preventing risk. It's no surprise they sometimes conflict.

But here's the surprise. It's not the folks. It's the arrangement.

Sales is left to try to figure out what's needed by Legal. Legal must analyze complicated agreements that lack complete information. The back-and-forth takes forever. Clients wait. Momentum wanes.

This is where deals are lost—not in the pitch, but in the delay.

Create a Setup That Eliminates Wait Time

You require a system, not a policy. Provide Sales with tools Legal has faith in. Provide Legal with clarity that saves time. Do that, and the deal continues to advance.

Employ clear, straightforward contract templates with terms both parties receive. Add backup text in the event the client desires changes. Simplify the process of sending and ensure it is quick to read.

Not every deal needs the same care. Small deals can move fast. Big ones need a longer look. Set those levels ahead of time.

Give Sales a simple guide on what they can agree to, what they can tweak, and what they must ask Legal to check. This way, Legal sees only the things that need eyes. Not everything.

Bring Legal in Early—But Only When Needed

Delaying until the last stage to involve Legal usually means making major changes towards the end of the game. That's slow and ugly.

Meanwhile, Legal doesn't have to be brought in on every small note either.

The solution is easy. Schedule Sales and Legal time to touch base when they begin closing big deals. Make clear what counts, what has to hold strong, and what can bend.

Have a shared chat space, such as Slack or Teams, to chat quickly when necessary. No email. No waiting around. Quick in, quick out.

And stop editing contracts with old tools. Utilize live docs with real-time updates. No lost changes. No confused files. No chaos.

Make Info Easy to Find and Use

Legal can't move quickly if they don't have the complete story. What is the simplest way to get them moving more quickly? Could you provide them with the facts upfront?

Have Sales complete a brief form when they initiate a deal. Use client name, deal size, important dates, and any unusual terms. Now Legal begins with solid information, not speculation.

3 Things Legal Needs to Know Before Reviewing a Contract

• Client & Deal Details: Include client name, deal size, and key dates.

• Unusual Terms or Requests: Highlight any non-standard clauses or custom asks.

• Completed Intake Form: Ensure Sales submits a clear summary upfront to avoid guesswork.

Downloadable Template

Need a ready-to-use deal intake form?

👉 Download the Legal-Sales Deal Prep Form (PDF)

Legal Sales Deal Prep Form.pdf

Download PDF • 59KB

Keep edits in one location—no lengthy email chains. Make one place demonstrate each change, who made it, and why. This saves time for both teams.

Let Sales make minor edits—such as correcting a name or date—without waiting for sign-off. Just provide them with some defined boundaries so they remain safe.

Choose One Goal Both Teams Can Pursue

Sales need quick deals. Legal needs clean deals. Both need to win.

Make it the only number both parties keep an eye on. See how long it takes to progress from contract sent to signed. When that number decreases, you've won.

Create easy steps to achieve this goal. Decide how quickly each side responds. Monitor what delays things. Get together once a month to repair slowdowns.

This establishes teamwork, not tension. And teamwork is quick to move.

Create a Go-To Guide for Easy Deals

There is no need for anyone to question how to handle a contract. Put it all down on paper.

Establish clear guidelines about what Sales can modify independently. Illustrate what Legal needs to review. Add sample language for popular client requests. Insert plain notes to define legal jargon. Refresh it regularly.

This handbook is your cheat code. New people pick up quickly. Old-timers make fewer mistakes. All work better.

Tech Assists—When the Team Jells

Tools won't rescue a kludgy flow. But when you get the setup working, they make it sparkle.

Employ e-sign tools to bypass slow scans. Include a live view to know who's waiting on whom. Choose tools that allow both parties to edit simultaneously.

But technology is the final step. People and plans are what really fix it. Get those nailed.

What It All Means

Quick deals don't require less care. They require less chaos. When Sales and Legal are in sync, trust develops. Deals happen. Clients smile. You achieve more victories, experience fewer losses, and enjoy improved sleep.

Want this to work? Don't wait.

Look at how you do deals now. Fix the gaps. Give both teams a shared path. Could you keep it simple? Keep it sharp. Keep it human.

Disclaimer: This blog provides general information and does not constitute legal advice.