Having the best tech stack means nothing if the tools refuse to talk to each other. It is like buying a Cadillac and being forced to drive it as if it were a small sedan.

From the outside it looks impressive, but the experience leaves you stuck, limited, and frustrated.

That is what happens when contracts live outside the CRM. Manual data entry becomes the norm. Approvals move at the speed of email chains.

Document previews do not match reality. Instead of helping revenue teams scale, disconnected tools drag them back.

This hidden friction is more than an annoyance. It erodes confidence, slows deal cycles, and quietly drains revenue potential.

The teams that win are the ones who recognize contract workflows as a core part of their GTM motion and refuse to accept a system that does not connect.

The real pain points

Contracts touch every part of the sales cycle, yet for many companies they are the most broken part of the stack. Here are the challenges RevOps and GTM leaders consistently point to.

Data lives everywhere

When contracts sit outside the CRM, reps spend hours copying information into multiple systems. A phone number here, a pricing field there.

It feels small in the moment, but multiplied across every deal and every rep it becomes a massive drain on productivity and data flow.

Approvals that stall instead of scale

What works for a three-person sales team falls apart in a team of thirty. Without a consistent contract management process, each manager has their own “shortcut.”

Instead of moving faster, approvals bounce between inboxes, creating bottlenecks that stall deals and frustrate everyone involved.

Document previews that cannot be trusted

If reps are unsure whether the contract looks right, they hesitate.

Customers notice formatting errors or mismatched fields or contract terms and lose trust. In a high-velocity deal cycle, even small inconsistencies can be enough to shake confidence.

Ops stuck on repeat

Ops teams should be building processes for scalability. Instead, they spend their time troubleshooting. Each fix feels urgent, but the bigger issue remains: disconnected tools cannot deliver consistency.

The more time Ops spends putting out fires, the less they can focus on growth.

These issues rarely appear on a dashboard. They build quietly in the background until leadership realizes revenue is lagging and deals are slipping.

What a better process looks like

High-growth companies are proving there is a better way. Modern contract automation connects directly to your CRM, automates repeatable work, and gives customers a professional experience from start to finish.

Centralized contracts inside your CRM

No more duplicate entry. Reps generate contracts directly from the CRM, with fields that pull cleanly every time.

Automated templates that work the first time

Templates built once can be trusted again and again. Merge fields pull the right data, signatures land where they should, and contracts are consistent across the team–leading to strong contract performance

Approvals that scale with the company

Roles and permissions are set once, not reinvented for every deal. Approvals become predictable, giving leadership visibility without slowing down reps. This enables quicker decision-making.

Flexible delivery for customers

Modern buyers expect speed. Sending contracts via SMS or email in one step meets customers where they are and removes friction from the experience.

Responsive vendor support

Technology is only as strong as the support behind it. A vendor that offers true partnership ensures adoption, solves problems quickly, and gives teams confidence to keep moving forward.

When these elements come together, contracts stop being the bottleneck. They become a lever for growth.

Proof point: Wizehire’s turnaround

Wizehire, a hiring solutions platform, saw how disconnected tools could limit their potential. After struggling with Docusign’s broken Salesforce integration, disappearing fields, and constant troubleshooting, their team was losing hours every day.

As April Fleming, Sales Admin Manager, put it: “We were troubleshooting nonstop, every single day. Contracts that should have been simple were taking an hour or more to fix.” 

PandaDoc cut contract creation time to minutes, restored trust in their process, and gave them the support they needed to move forward–proof of the impact of streamlined contract management processes.

Where to start

For RevOps leaders, the question is not whether contract workflows matter but how to make them work better. Start with these steps.

Audit your tech stack

Identify where contracts live today. If they are outside Salesforce, that is the first red flag.

Spot the manual workarounds

Any time a rep retypes or reformats data, you are seeing wasted hours that add up across the team.

Evaluate connected platforms

Look for tools built to integrate deeply with Salesforce and designed to scale as your business grows.

Seek true partnerships

A vendor that feels more like a partner will not just sell you software. They will ensure adoption, solve problems quickly, and help your team stay focused on growth.

Questions to ask your next vendor

Choosing a new contract automation partner is not just about ticking boxes on a feature list. It is about finding a solution that will scale with your team and remove friction from your GTM motion.

Here are key questions to guide the conversation:

How deep is your CRM integration?
Ask whether fields sync both ways, how templates handle updates, and what reporting looks like inside the CRM.

What does onboarding look like for admins and reps?
Smooth adoption depends on training and documentation. A vendor should walk you through setup and stay involved until the team is confident.

How do you handle approvals and permissions?
Look for built-in workflows that scale as your organization grows, not workarounds that depend on email chains.

What delivery options do you support?
Customers expect flexibility. Ask whether contracts can be sent by SMS, email, or both, and whether delivery is tracked in real time.

What level of support do you provide after go-live?
The right vendor does not disappear once the contract is signed. Confirm you will have access to responsive support that understands your use case and resolves issues quickly.

Asking these questions helps separate software that only looks good on paper from platforms that will actually keep your revenue engine running smoothly.

Next step

Disconnected tools cost more than they save. They slow revenue, frustrate teams, and leave customers with a poor experience.

Wizehire chose to stop troubleshooting and start scaling. You can too.

Want to see how this works in practice?
Read the full Wizehire case study to learn how they scaled smarter with PandaDoc.