4 ways to improve your Salesforce CPQ process to enable an efficient sales funnel
Do you want to help your sales rep make impressive and fast quotes on the fly? Do you find your sales stuck in a cumbersome process of getting quotes approved, edited and accepted only to see your customers moving on to your competitors?
In this modern era customers are demanding! Manual processes often help improve your internal funnels but they often fail to realize what the customer requires. Having multiple manual checkpoints negatively impacts the turnaround time and increases human error.
Fortunately, Salesforce CPQ platform enables you to focus on your actual sales than spending time created quotes! With CPQ implementation, you will enable your sales team to create pre-approved offerings based on customer requirements. And as management, you will get in-depth insights of the products and services your team is pitching to their potential customers. Here are 4 ways to effectively utilize Configure, Price & Quote implementation that brings your sales team the leverage they need.
1. Automation is your best friend
Avoid oversights and slow responses of manual interventions by enabling dynamic templates that are well guided by business rules set by you. This will also help you create validation checks to avoid incorrect customer names, logos and other information while your reps are reusing the same templates. Creating dynamic processes will also let you garner insights on how customers like to be offered, which in turn, can help you streamline your products and services.
2. Allow easy opportunities for upsells
Automation will ensure that all requirements are met as pre-requisites and suggest relevant add-ons, ensuring the sales team is offering your best solution. An automated process will prevent pricing mistakes and delays as well. This will ensure your sales team is never under or over-quoting to your customer.
3. Spend more time on selling and analyzing
Your organization will benefit from auto-updated sales forecast especially when alternative quotes are need to be created. An average sales representative spends about 22% of his or her time selling. The CPQ platform will streamline and automate multiple tasks by syncing with your sales and marketing cloud on Salesforce as well as with other Salesforce platforms. This eliminates the need of your sales team to repeat any work or reporting processes across departments and give them more team selling and closing deals outside the office. Some features of CPQ implementation include bundled pricing, channel discounts, partner pricing and subscriptions-based pricing models.
4. Get Trained
Augment your CPQ implementation by training your sales team and provide live demonstrations for faster adoption. A well-trained team is not just efficient, but also contributes in creating effective sales strategies. Sales representatives can leverage guided selling buy utilizing smart searches across offerings and implementing geo-based selling to boost productivity. Pricing administrators can quickly amend existing price matrices and create new rules to support remote sales teams without wasting time.
Training your team ensures a skilled workforce that benefits all stakeholders of the organization.
When taking a decision to invest in Salesforce CPQ, you need to weigh in the additional potential revenue and improvement in customer engagement against the cost of implementation. Financial benefits could seem marginal in the short run but having a strong sales team will benefit multiple departments and their ability to customize offerings based on insights gained from CPQ. To be able to accurately measure its effectiveness before taking a decision, engaging experts like Winobell Inc can guide you assess the profitability and carry out the implementation.
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