Salesforce CPQ - 991
Average sales reps spend only about 23% of their time actively selling — 10.3 hrs/week, wasting 34% of their time on administrative tasks like quotation and document creation.
So that our article series about Salesforce CPQ is called 991–we’re going to urgent fix it, or even bring more time your reps can spend actively selling.
Table of content:
What is Salesforce CPQ?
Salesforce CPQ (Configure, Price, Quote) is a cloud-based sales tool built on the Salesforce platform that helps businesses streamline their sales processes by providing a more efficient way to create accurate and professional quotes.
“Helps businesses streamline their sales processes” - means to save more salespeople time to meet with customers and make sales.
“By providing a more efficient way to create accurate and professional quotes” - means to make salespeople able to make effective, informed calls with customers.
Generally, Salesforce CPQ tool includes:
We’ll cover them in details in the next posts.
Firstly, let’s determine If a business needs CPQ.
Checklist to determine if a business needs CPQ
Here are Top Questions to consider:
#1 Product/Service Complexity:
Are your products or services highly configurable or customizable?
#2 Combimations:
Do customers often request unique combinations or variations?
#3 Quoting Accuracy:
Is manual quoting prone to errors because of product/service complexity?
#4 Pricing Rules and Discounts:
Do your sales reps struggle with managing complex pricing rules and discount structures manually?
#5 Customer Experience:
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Does your business want to improve customer experience with quick and accurate quotes?
#6 Sales Cycle Length:
Does the sales cycles is long due to need for custom quoting?
#7 Analytics and Reporting:
Does your business require insights into sales trends, quote conversion rates, and other key metrics?
#8 Volume of Quotes:
Is there a need to automate the generation and management of quotes to handle the workload efficiently?
Summary
Our checklist was created based on our customers experience, and, unfortunately, their causes of loss of profit.
The Salesforce FY18 B2B Sales Report showed 20% decreases time from quote to close and 30% Reduces quote approval time after implemented CPQ solutions.
Salesforce CPQ is a separate universe in this ecosystem. It requires being a Certified Specialist who can demonstrate skills and knowledge in designing, building, and implementing quoting flows through the Salesforce CPQ platform.
More over, Salesforce CPQ is so complex: Bundles, Product Rules, Price Rules, Discount Schedules, Block Prices, Contracted Prices, Quote Template, Quote Terms, Products, Price Books, and Price Book Entries and more.
But, in combination, the above gives a result confirmed by indicators of speed and customer satisfaction.
We are open to discussing and answering questions about the implementation of Salesforce CPQ for your sales processes.
Contact us and we will find a solution together ??
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