Best eSignature tool for sales teams: ranked and compared

For sales teams, PandaDoc is the best e-signature tool because it combines proposal creation and e-signature in one platform, which means no tool switching. It also integrates natively with Salesforce and HubSpot to auto-populate documents and sync data back to the deal record. Plus, it gives reps real-time notifications when a prospect opens, reads, or signs a document, which means follow-ups are based on buyer behavior and not guesswork. 

Docusign and Adobe Sign are both capable signing tools. Docusign is considered the industry standard for compliance-heavy environments, while Adobe Sign is strong in enterprise document workflows. If you’re needing pure signing tools, either will get the job done. 

But if your workflow includes managing the proposal, followed by an electronic signature, and you want the CRM to update as soon as a deal closes, Pandadoc is the better fit. 

This post will cover the criteria that matter most for sales teams, giving you a head-to-head comparison of the three tools, use-case recommendations, and what you need to know about CRM integration.  

What sales teams need from an eSignature tool

For a sales rep, the e-signature isn’t the start of the workflow. It’s the end. This means the tool you use needs to support everything before and after the signature, not just the signing event itself. 

Here are five criteria that can help you decide whether an e-signature tool is right for your sales team:

• CRM integration depth: Does the tool pull data from deal records and push signed status back automatically, or does the rep have to update it manually?

• Proposal creation: Can the rep build and send the document in the same tool, or is a separate proposal software required before sending to the signing tool?

• Engagement tracking: Does the rep know when a document was opened and when it was signed?

• Signing order: Can the rep configure internal approval before a document goes to a client, or require signatures in a specific sequence? Here's how signing order works in more detail.

• Post-signature CRM sync: Does Closed Won update automatically in the CRM when a contract is signed, or does the rep have to update it manually?

These five criteria are what we used to frame the comparison below.

eSignature tools for sales teams: ranked and compared

Here’s a quick breakdown of each tool in our comparison before covering the details: 

PandaDoc: Best overall for sales teams

PandaDoc is the best option overall for sales teams because it handles the full proposal-to-signed workflow without needing a second tool. The e-signature capability is just part of the larger document platform, which also includes proposal creation, CRM integration, engagement tracking, approval workflows, and post-signature automation. 

Here are some of the key features you get with PandaDoc’s e-signature software:

• Native Salesforce and HubSpot integrations

• Document builder with templates

• Quoting and content blocks

• Real-time open notifications

• Signing order configuration

• Post-signature sync

• AI-assisted drafting with PandaDoc AI Assistant

PandaDoc has strong compliance certifications, including SOC 2, HIPAA, eIDAS, 21 CFR Part 11. But for highly regulated enterprise signing with complex audit trail requirements, it’s worth evaluating Docusign’s compliance stack alongside PandaDoc. 

Docusign: Best for enterprise compliance requirements

When it comes to compliance-heavy environments, Docusign is considered the industry standard. It comes with excellent audit trails, broad legal recognition, and extensive compliance certifications.

While Docusign handles the signature well, the proposal lives somewhere else and the CRM update happens separately. This can create tool sprawl and manual handoffs, which impacts sales teams where the signature is one step in a longer workflow. 

Docusign is a good option for enterprise sales organizations with dedicated legal requirements where certain compliance certifications are non-negotiable and where the proposal and signature workflows are handled by different teams. 

For a more detailed look at your options, see our PandaDoc vs. Docusign trial comparison and Docusign alternatives. 

Adobe Sign: Best for document-heavy enterprise environments

Adobe Sign is the tool for strong enterprise environments where documents are primarily created in Adobe or Microsoft tools. It’s also best when the primary use case is signing, not proposal creation or sales workflow management.

It’s optimal for document signing when the documents originate in Adobe Acrobat or Word. But it’s not the best option for engagement tracking, CRM-triggered document generation, and sales-specific workflow automation. 

For legal, HR, and finance teams in enterprise organizations where Adobe is the dominant ecosystem, this tool is the best option. 

Check out our Adobe Sign review for the full picture. 

How PandaDoc handles the full sales signing workflow

The workflow runs in four stages:

1. A proposal is created in PandaDoc using a proposal template with CRM data auto-populated from the Salesforce or HubSpot deal record. The rep doesn’t have to manually enter the company name, deal value, or contact detail.

2. The document is sent for signature from inside Pandadoc. The rep gets real-time notifications when the prospect opens the document and views specific sections.

3. Signing order is configured so that internal approvers sign before the document goes out to the client. That means there’s no need for forwarding chains or email threads where delays can happen.

4. The contract is signed. When this happens, the CRM updates to Closed Won automatically, the signed PDF is attached to the deal record, and the customer success team is notified. Follow our recipe for a step-by-step guide on setting up closed-won notifications. 

Compare this to a multi-tool alternative workflow that many teams still run: Using a separate proposal tool, you have to export a PDF, upload it to the separate signing tool, manually update the CRM, and notify customer success via Slack (yet another tool). This creates unnecessary steps and opportunities where the deal can slow down and details can get lost. 

The PandaDoc AI Assistant is an additional accelerator to add to your workflow. It can help draft contract language or proposal content within the same platform, so the signing workflow and the content creation workflow exist in one place. 

With PandaDoc, you can even automate document generation from your CRM and set up proposal tracking. 

Can I use eSign directly from Salesforce or HubSpot?

Yes, you can use eSign directly from both platforms. 

The PandaDoc Salesforce integration lets reps create, send, and track documents directly from the deal record in Salesforce. CRM data auto-populates document fields, and the document status syncs back to the opportunity automatically. This means no switching between tools or manually updating deal stages. For more details, learn how to create proposals and quotes in Salesforce. 

The same goes for the PandaDoc HubSpot integration, connecting to deal records, contact data, and company information. Documents can be generated and sent from inside the platform with signed status updating the deal automatically. 

Both of these are native integrations, not third-party connectors that need separate configuration or an intermediary like Zapier for basic functionality. If you have a custom CRM setup or internal tools, the PandaDoc API supports document generation and e-signature triggering programmatically. 

See how PandaDoc connects to your CRM → Start a free trial. 

Which eSignature tool is right for your sales team?

Depending on your situation, one tool might be a better fit than another. Use this quick guide to help you decide:

• Need a full proposal-to-signed workflow with native CRM sync? PandaDoc.

• Is your primary requirement enterprise compliance certifications? Docusign — though it's worth evaluating PandaDoc's compliance stack in parallel, since it may still qualify.

• Documents originate in Adobe or Microsoft tools and signing is the only gap? Adobe Sign.

• Are you a small sales team and want to start with a free plan to test e-signature? PandaDoc's free plan allows up to 60 uploaded documents per calendar year.

Let’s say you’re a B2B sales team of 5-50 reps using Salesforce or HubSpot, and you want to speed up the close process. PandaDoc is the best option with its full proposal to signature workflow. 

Read our blog for a broader comparison on the best electronic signature software, or learn how to reduce contract turnaround time.  

For sales teams looking to cut the time between verbal close and signed contract, PandaDoc connects proposal creation, e-signature, and CRM sync in one workflow. Try PandaDoc free or request a demo.