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Salesforce CPQ: 9 Key Benefits for Your Sales Team

Today, customers have numerous choices to evaluate before making a purchase. This phenomenon is not limited just to the B2C market; the new-age B2B customer too looks for various options before inking a deal. It’s very important for sales reps to make the buying process seamless for customers and provide error-free proposals and competitive quotes.

Doing all this eats away a lot of time of your sales reps and overwhelms them with administrative work, preventing them from performing their primary duties – interacting with customers, strengthening client relationships and closing deals. To overcome this problem, your sales team needs a powerful tool that helps them create quotes with high efficacy and increase their productivity. One of the most widely used tools in the corporate world to enhance selling efficiencies is Salesforce Configure, Price, Quote (CPQ). In this blog, we’ll learn about the many benefits of using Salesforce CPQ for your sales team. But before going any further, let’s understand what is Salesforce CPQ.

What Is Salesforce CPQ?

Salesforce CPQ is an innovative and comprehensive quote-to-cash tool that helps businesses manage the complete customer revenue generation cycle and empowers their sales teams to execute all selling processes from a single platform. From automating product configuration and pricing to generating quotes, this robust tool helps sales reps close more deals, and thereby, improve their productivity in a big way.

With Salesforce CPQ, sales reps can get insights into metrics such as Customer Lifetime Value (CLTV), Annual Recurring Revenue (ARR)/Monthly Recurring Revenue (MRR), customer churn rate, customer retention, subscription renewals and more. Given this, your business can adopt newer business models based on milestones, subscriptions, usage/consumption and so on, so that you can provide flexible product or service offerings to your customers.

1. Shortens Sales Cycles

To increase profitability, sales teams require smart processes with improved efficiency. In most cases, there is a considerable time lag between the generation of a quote to a client and closure of the deal. Salesforce CPQ helps you decrease this time lag significantly.

The robust tool helps you make the best use of all relevant information and share it with your team with just a few clicks. Armed with this information, your team can take steps to significantly reduce the time required to create an appropriate proposal for your clients.

This not only helps you please your clients and rev up sales, but also leaves a good impression about your organization on them. It enhances the efficiency of your sales process in a big way and propels your sales cycle, enabling you to close more deals in a shorter time span.

2. Increases Quote Accuracy

With the Salesforce CPQ tool, you can ensure that all your product pricing, discounting and accounting activities are in line with your business plan and all these aspects of creating a quote are performed automatically. Salesforce CPQ generates quote documents with high levels of accuracy automatically, and then, adds eSignatures of partners for a seamless buying experience.

3. Enhances Efficiency and Productivity