Monday, February 19, 2018
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A Day in the Life of a Salesperson Without CPQ

Andy Pieroux
December 12, 2017

Sam was a President’s Club award-winning salesman. He wore a Rolex watch and was in the market for a bigger house. Sam’s sales record was so great that he soon received an offer that he couldn’t refuse from another company in his industry.

The first few weeks at Sam’s new job were wonderful. The product training was excellent, and the office buzzed with energy and excitement. His boss said that as long as he hit his target each month, Sam would survive in the job. Sam thought it was a bit early to be talking in terms of “survival” but such is the life of a salesperson.

A Day Without CPQ 1

On the last week of the month, a client spoke those magic words, “Send me your final proposal,” and Sam was over the moon. He logged on to his company’s CRM system, and searched for the button to generate his quote and proposal.

But there was no button.

A Day Without CPQ 2

He turned to a colleague and asked where the button was. And then another colleague. They thought he was making a joke, so they laughed and walked away. Finally, someone explained that everyone worked from spreadsheets and copied and pasted from old proposals.

It wasn’t so bad – Sam was ok with spreadsheets, although the process sounded more complicated than at his last company. Just a few extra hours of work required, Sam told himself.

As the evening wore on, Sam cancelled his dinner plans and found himself more and more confused. The spreadsheets his colleagues sent him all seemed different, and the proposal templates were patchy. He attempted to ask for help again, but the other salespeople were busy with their own deals.

A Day Without CPQ 3

Finally, he admitted defeat and emailed the client to buy more time.

The next morning, a colleague took pity on Sam and helped him out, and the client accepted the proposed deal and signed the contract just before the order deadline for that month.

Sam settled down to get his order ready for processing. He found all the forms he needed, but they were unclear. Frustrated, he checked with the Order Processing Team to see if they could help, but the manic look on their faces told him that now wasn’t the best time. No one could help him until the following week.

A Day Without CPQ 4

As the day drew to a close, Sam had to explain to his boss that he couldn’t get the deal in on time. After a particularly harsh roasting from the boss, Sam headed home where a sleepless night awaited him.

A Day Without CPQ 5

Sam’s following month wasn’t much better. He closed a small deal early. But hours, which turned into days, which turned into weeks of back-and-forths with pricing managers, leasing managers, and logistics teams led to Sam lose the deal to a competitor. The competing sales person was, ironically, the newest President’s Club award-winner from his last company – the company with the CPQ (Configure, Price, Quote) software.

How can CPQ help Sam and your sales team? Learn the benefits in 2.5 minutes.

 

Andy Pieroux
Andy Pieroux
Andy Pieroux is the Founder and Managing Director at Walpole Partnership. Walpole Partnership are experts in implementing and upgrading CPQ (Configure, Price, Quote) systems. Andy has over 20 years of experience in sales, product marketing, finance, and enterprise IT implementation which provides a wealth of knowledge when helping companies sell more and sell faster with CPQ.
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