For some, if you’re sending out quotes and hitting your targets, that may be enough, but often with our customers, we can find at least one area to improve.
We have some key questions that we ask to help us find out:
How long are your quotes taking to get out of the door?
If quotes can be made quickly they are more likely to result in sales success. If you’re finding, due to complexity, that your quotations have multiple touch points internally (or even throughout your supply chain), it can cause delays. Or perhaps you’re so busy, your teams’ just haven’t got time to respond to leads efficiently. It might be time to assess how you can shorten the cycle and improve quote conversion rates by 30%*.
Are your sales teams discounting too much?
In anticipation of winning a deal it is quite common to offer large discounts and these are not always feasible or financially viable for the business. It can be difficult to manage even if staff are told not to go below a threshold. Looking at ways to manage discounting and grow attach rates will help protect profit margins. You could increase monthly quotation values by as much as 40%*!
How are your quotes calculated?
So many people are still using good old-fashioned spreadsheets! However good they are at using them, manual calculations always leave room for mathematical errors and out of date information. Sales Teams should be quoting with real-time information. Moving away from spreadsheets will not only speed up the quotation process but will decrease the chances of human error.
Do you require product specialists or solution architects to help your sales teams quote?
When specialist staff are required to support the sales team this not only increases your overheads but delays your quotation cycle. If you’re selling complex products it is impossible to expect your sales team to know the technicalities and compatibility of what might be thousands of products, but there is a more efficient way of supporting them. You could reduce workload by as much as 50%*.
Is your customer service team spending too much time rectifying orders and managing returns? What if they could be using that time offering courtesy calls and managing customer satisfaction instead? If quotations are accurate and 100% validated every time, not only does it speed up the sales cycle but it can reduce the number of enquiries/complaints and reduce the impact of managing costly returns by 4.9%*!
Are customers waiting too long for delivery?
This might be because they are accepting quotations for products that are out of stock. If stock was transparent then an alternative solution could be found and delivery made quickly.
Is your customer base growing more quickly than your sales team?
Not a bad problem to have, but you will lose business if you can’t respond to all your leads. Harder still, when those leads are coming in from other countries with language and currency barriers. What if you could remove these barriers to entry and operate in any market where there is business?
After this quick assessment, there is a strong chance that at least one of these areas for improvement is an on-going issue in your business. So rather than just carrying on doing things the way they have always been done, let’s try and fix it.
Configure, Price, Quote (CPQ) Software is designed to:
• Reduce sales cycles
• Protect profit margins
• Ensure accuracy with built-in validation
• Be your product expert
• Provide real-time information including stock and pricing
• Operate in multiple languages and currencies
And much more beyond!
CPQ Software can be offered as standalone or integrated within webstores either as a plug-in or a single web service call, enabling customers to self-serve and manage their own complex quotations.
If you think it is time to improve the way you quote your customers then get in touch, for an informal discussion or download our whitepaper on Increasing Revenue and Reducing Workload to learn more.
*Source Data: HP and Westcoast Case Study “Westcoast empowers resellers with quotation tool”
This visibility should serve to make the Sales Program more successful and increase the opportunity for reward to HPE Partners.
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