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General Published on: Mon May 08 2023

Salesforce CPQ Implementation Best Practices

Salesforce CPQ, or Configure, Price, Quote Software by Salesforce, is a sales tool for companies to provide accurate pricing with any given product configuration scenario. With Salesforce CPQ, sales reps can create quotes customized to a buyer’s needs and sync all interactions with a deal’s documents. The following procedures will guarantee a smooth rollout of Salesforce CPQ. We’ll also investigate how using Salesforce CPQ boosts the efficiency of your sales staff and encourages more participation from your customers.

Guide to Setting Up Salesforce CPQ Step by Step

1. Firstly, you should choose what you want to achieve.

Establish benchmarks for success with your Salesforce CPQ rollout. The following are examples of some of the most common KPIs that businesses strive to increase:

  • Lessen the amount of time spent trying to close a sale
  • Speed up the process of providing price quotes.
  • Raise the typical purchase price
  • Produce accurate pricing information.
  • Get more repeat business
  • Improve your success rate.

Once you know exactly what you want out of your sales process, you can set a firm deadline for making it happen.

2. Secondly, you should record and improve how you make quotes.

Document the procedure through which quotes are created and approved, keeping in mind the specific needs of your company. Next, utilize this data in developing a Salesforce CPQ procedure before launching the system.

Integrate the processes into the current line of offerings. In order to get started with Salesforce CPQ, you must first specify the fundamentals, including the current number of SKUs, any value-added services offered, discounts, price, and conditions of payment.

Assuring that your sales teams can provide the finest offers to clients and increasing the likelihood of upselling additional items in the near future requires having tailor-made rules in your Salesforce CPQ.

3.    Thirdly, narrow down to the essential CPQ functions

Users may feel overwhelmed by Salesforce CPQ’s many capabilities if they try to learn and utilize them all at once. Once you know what you want to accomplish with your company, you may prioritize features in accordance with those objectives.

The ideal approach is to begin with the pre-built capabilities since these will be enough to satisfy the most important business needs. Once you’ve mastered the basics, you may choose from a long range of available features to expand Salesforce CPQ as needed.

The major reason you want to install CPQ is so that your sales force can work faster and more accurately when generating bids. These records are, needless to say, now dispersed over several databases, spreadsheets, etc. The next crucial step is to always have your company’s customer relationship management (CRM), configuration project management (CPQ), and enterprise resource planning (ERP) data ready to be transferred.

Make sure you centralize information such as product names, codes, SKUs, price, document layout, and so on. Using Salesforce as your CRM means you need to be extra cautious with all of your external data. Determine what information is needed for the CPQ process, where it is stored, and who the master data belongs to so that they may be kept in the loop during the implementation process. Salesforce custom application development is not an easy task to do, but it is important.

4. Then, Start the implementation

After you’ve finalized your pricing structures and product catalogs, your focus should go to data administration. CPQ relies heavily on information obtained from a wide variety of sources. The following must be taken into consideration to ensure a smooth implementation:

Customers’ information may be retrieved from an existing CRM system, and information on pricing tiers, bundle pricing, discounts, tax rates, and preexisting templates can be entered into the CPQ system from offline sources.

Before beginning Salesforce CPQ installation, ensure that the data is of high quality and accuracy.

Make sure the data you’re using is current and reflective of the current state of affairs; any information you submit will need to be updated promptly, or you risk losing sales possibilities.

So that Salesforce CPQ can work in harmony with ERPs through a variety of API connectors, it is important to ensure that the master data owners are held accountable for ensuring the data is accurate at all times.

Tip: Before bringing an implementation into production, it is wise to test it in a sandbox environment to ensure all defects have been eliminated.

5. Fifth, evaluate the results.

Only constant monitoring of metrics can reveal whether or not your Salesforce CPQ rollout has been a success. To determine if the deployment was successful in raising the following metrics, you can conduct user satisfaction surveys.

  • Usability of the tool
  • The shorter period required for new users to become productive
  • Impact on Prospect Receptivity

Get a sense of how the Salesforce CPQ features have affected the areas where you were having trouble and how engaged your users are by analyzing the data. Once you have a firm grasp of the modifications, you will be better equipped to use the data to further refine your CPQ process and close any adoption gaps.



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