The software may make sales managers feel like they don’t have to do anything, even though 91% of companies with 11 or more workers use a CRM like Salesforce.
CRM is a powerful business tool that organizes customer data and monitors sales possibilities. However, the sales process can always be made more efficient, sales quotes more accurate, and the sales cycle can always be shortened.
You can make your sales team more effective and powerful by combining Configure-Price-Quote (CPQ) software with your CRM. This will help them close more deals.
These are some ways that CPQ works well with CRM, and you should integrate CPQ with CRM as soon as possible to help your sales team do their job better.
Pros of CPQ and CRM Working Together
Quotes, contracts, and proposals that work together
It’s wild how many sales teams use the best customer relationship management (CRM) tools to evaluate leads and follow up with them. Still, they use separate tools for pricing, content management, playbooks, and more.
Many sales teams use Microsoft Excel and Word as tools, but version control is annoying; the tools don’t connect to their CRM, and adding wrong data is more likely to happen. A CPQ, on the other hand, is built into a CRM, which makes setting up products, selling them, and making quotes an easy part of the sales process.
This is where you can find out more: What does CPQ mean?
If you use CRM, you already know how useful it is to have automatic ways of processing data, keeping track of it, and taking action. Why stop the sales process in the middle?CPQ and CRM do almost the same thing but handle different parts of the sales cycle.
It is easy to see how CPQ can work with CRM. Think about how fast your sales reps could talk to a prospect and send them a plan. The customer is more sure that the representative is ready and organized because all these steps are linked. This way, the sales cycle never gets stuck, giving the seller more chances to close the deal.
More sales in less time
Studies have shown that businesses that use CPQ solutions have better customer service and faster sales cycles. When a sales rep can quickly make complicated quotes, they can quickly respond to proposal requests and avoid “indecision” sales losses.
With the help of robust CRM systems, a sales rep’s job gets more accessible, and with a streamlined and improved workflow, sales output goes up.
Fewer mistakes and delays
Mistakes are likely to happen when sales reps use top CRMs like Salesforce, along with other stand-alone tools. On top of that, sales reps waste too much time looking for the correct price and sales content when they’re not already working on something.
Everything works well when CPQ is combined with CRM software. It’s all part of the same process, which cuts down on mistakes in sales quotes and lets the rep pull proposals, contracts, and other materials out of their hat like a professional magician.
If they do this, sales reps are likelier to get a firm “yes” when closing the deal. It impresses prospects and amazes clients.
Easy to Adopt
This is the most important thing for sales managers to understand about combining CPQ and CRM. If your sales workers already use a CRM, getting them to use other intelligent sales tools will only complicate things.
Even worse, some reps may fight the new software just because they don’t like it. Learning how to use something else when the CRM works fine doesn’t make sense. This is often the reason for this kind of pushback.
But when you connect CPQ to the CRM tool your sales reps already use, they won’t have to learn anything new. A sales plan and guided selling allow the CPQ to participate in the sales process.
When sales reps see how much easier their jobs are and how the CPQ helps them reach their goals, they automatically accept it and even praise it. This has a significant effect on revenue generation right away. That sounds great, right?
CPQ CRM Integration = A Sales Force That Works Better and Stronger
Conclusion
Ultimately, CPQ works better with CRM, making sales more like peanut butter and chocolate. It’s great to have one without the other, but when you mix them, you can’t stop yourself. So will the people who work for you in sales.
That being said, why haven’t you made the merger yet? Put these automatic ways to sell together. You’ll soon see a more robust and more effective sales team waiting.
