In a world that is rapidly changing, processes and systems are bound to be technologically driven eventually. Saving energy and time to get quality work done is the norm of the hour. To achieve this, efforts are being made to get as many processes automated as possible. Why should sales stay behind? If the sales cycle itself can be streamlined, it will save a lot of effort and time. A number of sales processes mainly product configuration, pricing and Quote creation can be automated. New tools like CPQ or a Quote to Cash platform can be tweaked to suit sales-specific activities.
It’s all about implementing a successful plan to ensure smooth functioning. Proper planning prevents poor results, same is the case with a successful implementation of sales automation tool. Before deciding which tool to use, it is very important to have a concise picture of what you want. It doesn’t need to be exact, but an overall idea of the primary expectations would help save a lot of resources and time. While planning, Believe it or not, ideating about the quote template itself will give you a good indication of what will be required for your sales automation project.
Start by thinking about How your standard proposal looks like. What do you want your customer to see before they sign? How do you want to present your offerings—as individual SKU or with bundles? Do you want to include an order form? This will lead you into considering options for pricing, imaging, and branding, as well as how your products are configured.Once you have a template in hand, you will understand the complexity of the task and hence, can make an informed decision about using the in-house team or some consultancy service.
After that, you can create a mockup of your quote template. Considering the following points:
- Simple vs. dense order forms
- Static vs. dynamic quoting (based on products, pricing thresholds, etc.)
- Multi-language and multi-currency support
This will inform your implementation team of your needs: bundles, pricing and discounting strategies, approvals, and how dynamic your quote terms need to be. Each capability you add might require a higher level of effort. You might be able to implement CPQ on your own after our training class, or you might end up needing
Support and understanding:
The people who use your automation software is your Sales team, they are responsible for its efficient operation. Keeping them in mind, it is important to train them in using the software, not just initially, but by providing refresher courses from time to time, encouraging their efforts through rewards and recognition, and linking their performance to the automated outcomes. Automation and sales process evaluation ought to be in place. Besides the sales managers, the sales representatives, engineers, and executives ought to be aligned with the processes as well. Marking out expectations very clearly at the start is both useful and necessary.
Current methodologies adopted:
Out of the immense methodologies in play, the ones adopted today must include the perfect liaison between the vendors and the sales team. It needs to fulfill the primary purpose of sales automation, including system buy-in and software roll out. The basic information ought to be clean, in place and hassle-free for access. Besides that, making minor adjustments to the current sales system is good enough for implementing the software.
Choosing the right software is as important as implementing automation in the first place. A number of factors can be considered before finalizing any sales automation tool. You must understand the use of the software in easing out the processes. Try and figure out the areas you need to automate and weigh the investment against the outcome. Pick a software that works in sync with the elements you need. For example, if you are looking at tracking visitors or generating sales leads, you should look for a software that incorporates these features and is not useless for the primary functions. Pick one that has just the right blend of features which are useful for you. On the other hand, a complicated software could be your worst nightmare. Choosing one with an ease of maneuvering is ideal. It is thus, imperative to have a focused outline for using sales automation software. For instance, the elements that require automation must be thoroughly analyzed before being considered, like sales forecasts, customer feedback and interaction, pipeline management, etc.
Empowering the sales force, coordinating with the different departments and training to understand the new software helps in taking sales automation to another level. Automation of sales would mean cutting down on time, reduce faults and loops, and enhance the speed and accuracy of sales-related work and services.
At Standav, We create and delivers business and technology solutions focused on the CRM and Quote-to-Cash space that fit customer needs to drive the results they want.Our solutions help customers improve sales effectiveness and scale quickly