Information Services Company Decreased Time To Approve Sales Contracts By 44% With GLSS
Texas
I.T. Services
Sales
44%
- The problem: Contract approvals were taking 5 days, leading to lost opportunities, unhappy customers, and slower revenue.
- The average time to approve a sales contract dropped from 4.8 days to 2.7 days—a 44% improvement with the help of Green Belt Training & Certification.
In the fast-paced information services industry, timing is everything—especially when it comes to closing deals. Delays in contract approvals can lead to lost opportunities, unhappy customers, and slower revenue. That was the challenge facing a company in Fort Worth, Texas, where the sales team was stuck waiting for contracts to be approved.
To turn things around, the company enrolled a project leader in GLSS Green Belt Training & Certification and formed a team ready to improve the process. With GLSS’s practical tools and hands-on training, they set out to make changes that would deliver real results, without overwhelming their teams.
The sales contract approval process was taking far too long—nearly five business days on average. That meant deals were stalling, customers were waiting, and internal teams were stuck in a cycle of back-and-forth corrections. The issue stemmed mostly from inconsistent SKU (stock keeping unit) data in Salesforce. Each contract needed to be double-checked, fixed, and sometimes reapproved, creating delays and extra work across departments.
These slowdowns made it harder to meet customer expectations, and the stress was wearing on the staff. The leadership team realized that process improvement wasn’t just a nice-to-have—it was critical to keeping the business competitive and supporting their people.
That’s when they turned to GLSS Green Belt Training & Certification, equipping their team with the skills and structure to tackle the problem. Guided by the principles of Ethical Efficiency™, they focused not just on speed but on making the process better for everyone involved.
With help from the tools and strategies taught in GLSS training, the team explored the approval process in depth and uncovered two core issues:
- The product team lacked support, making it difficult to manage or maintain a consistent SKU structure.
- The SKU formats varied widely, from overly simple to extremely complex, causing confusion and inconsistent usage.
These problems didn’t just slow things down—they made the process harder to manage fairly and efficiently, especially for teams juggling multiple priorities.
By applying Ethical Efficiency thinking, the team asked, How can we make this faster while also reducing errors and easing the burden on our coworkers? That mindset shaped every step of their solution.
Putting their training into action, the team implemented focused improvements to simplify the process and improve alignment:
- A dedicated resource was assigned to the product team to support SKU management and ensure consistency.
- The team began automating parts of the SKU approval process, cutting down on manual work and reducing room for error.
- Contract management led the charge on cross-functional collaboration:
- Use cases were created to build understanding and support for the changes.
- SKUs were cleaned up and renamed for clarity.
- Contract templates were updated to reflect the streamlined structure.
- Billing and leadership teams were brought into the loop to ensure everyone stayed aligned.
These improvements helped create a process that was faster, easier to follow, and more sustainable, supporting both performance and people.
The impact was clear. The average time to approve a sales contract dropped from 4.8 days to 2.7 days—a 44% improvement.
This dramatic reduction meant faster deals, better customer experiences, and less stress for internal teams. Just as importantly, this progress was made while creating a process that’s easier to follow and more sustainable for everyone involved.
Even more improvement is expected once the updated SKU pricing is fully implemented. With cleaner data and better automation, the contract process will become even faster and more reliable, setting the stage for continued growth and greater customer satisfaction.
with GLSS
By investing in GLSS Green Belt Training & Certification, the company empowered their team to take control of a complex challenge and drive real change. The training’s step-by-step structure and real-world focus helped the team stay on track, work together, and solve problems that had been slowing them down for too long.
With Ethical Efficiency™ at the heart of their approach, they didn’t just improve a process—they built a smarter, more respectful way of working that benefits both the business and the people behind it. And with these changes in place, they’re ready for even greater success ahead.
*We value our clients’ confidentiality. While we’ve changed their names, the results are real.
