Running a sales-focused and revenue-driven organization successfully year after year is a highly complicated task. If there is a lack of clearly-defined and automated operational workflows, the task will become downright impossible. The truth is, you may be unknowingly putting the performance of your sales team at risk without the right Configure Price Quote software in place.
Here are 3 telltale signs of how your sales team could benefit from Salesforce CPQ:
Sign#1 – Disorganized systems to generate quotes
Organizations that utilize a legacy CRM or Salesforce but instead choose to lean on Google Sheets as a quoting tool gives more than just sleepless nights to their sales teams. An organization (probably unknowingly) forces its salespeople into unnecessarily complicated and lengthy processes if it fails to invest resources into smart systems that facilitate single data entry and capture. Obviously, this will lead to an increase in revenue loss and a downward trend in operational productivity.
Without an efficient CPQ solution in place, sales representatives may be creating an opportunity in Salesforce or a different CRM and then would have to generate a completely new quote in an external spreadsheet to the customer relationship management. This will be then done by manually re-entering that captured CRM data. The user is then expected to create a record of the purchase of the product in the CRM once the quote is completed within the external spreadsheet. After this, the deal amount gets updated and any other relevant data is incorporated within the CRM.
However, the biggest downfall is that the risk of human error is enormous as the sales team of your organization will be spending much of its time on non-revenue generating activities.
Sign#2 – Difficult and fragmented quote and order reporting
There is no way for rationalizing future investments that have the potential of enhancing sales operations if an efficient system of reporting is not in place. It will become extremely difficult for managers or C-level executives to forecast the sales numbers for a specific product or service in the absence of a single source of truth to offer invaluable insights into the quoting stage of salespeople. This will also make the task of accurately solidify and predict the calendar for forthcoming discounts and promotions.
The crux is, you just cannot manage anything that cannot be measured.
Salesforce CPQ reporting helps businesses stay close to the highest standards of transparency when it comes to the count of quotes that get converted into orders. It is also useful to measure how many cross-sells and upsells happened within a specific period.
Sign#3-System Admins struggles hard to maintain and scale the quoting system
An organization, in order to maintain an efficient and smooth-functioning quoting system, must be able to add, edit, or delete products to or from the product catalog seamlessly. It is a well-known fact that pricing structures fluctuate every now and then and this statement holds equally good for the professional services industry. A Salesforce native CPQ solution that can house all forms of pricing data in a single, centralized place will be an excellent choice to make the maintenance of the quoting system effortless when the organization wants to apply tier-based pricing to a certain product and/or update a predefined pricing framework.
Unlike a big majority of legacy-built quoting systems, Salesforce CPQ offers the unmatched ability to provide support in the context of volume-based discounting. For instance, salespeople following legacy quoting systems are almost forced to create a humongous amount of product records for accommodating an unnecessarily complex tiered-pricing matrix. This and many more complications are eliminated by Salesforce CPQ.
If you want to make big inroads into the world of profitability, Salesforce CPQ is what will guide you to the road that is less traveled by and that will make all the difference. Want to know? Cloud Analogy, the world’s most preferred Salesforce CPQ company and the provider of top-notch Salesforce Consulting Services, and its teams of certified Salesforce CPQ specialists can help you redefine and transform your organization.