Our client’s best sales people (the Lions) want to spend their time winning customer orders, and not wasting time chasing the “Chipmunks”—gaps and delays in their internal sales process where only the sales rep can move the process forward. Most CRM systems don’t solve these issues with their “out of the box” or “SaaS” solution, and Quote Process Applications are fertile ground for chasing chipmunks.
Here are three “sales process gaps” we find in growing small businesses and large businesses alike:
- Does your sales team (sales reps, quote desk, tech support, finance, management) have guidelines/rules on how to correctly configure a solution and price it for a customer’s need? Internal approval delays (symptoms of process issues) can lead to missed opportunities. Worse case, the sales rep is caught cleaning up mistakes found in proposals by the customer.
- Can the team manage multiple quotes from a larger number of opportunities during intense marketing campaigns? Can you scale your quote process to meet the growth in your business? Or do mistakes and delays multiply with new relationships from new prospects or new customer needs?
- Do your customers/prospects change requirements or specs for your offering during the negotiation process? Silly question? Can the selling team manage the revisions without exposing more mistakes or inconsistencies from the initial quote? Do your customers/prospects ask for different versions of the quote with more technical details for the technical buyer? Can the team manage all the quote revisions and versions created for a changing requirement in a bidding process?
We find our growth clients increase their quoting activity with less sales resources because they identify these bottlenecks, broken processes and poorly designed systems. Then their selling team is ready to hunt like Lions and win profitable business volume.
VP Market Development
Optima Technologies and
Global Software Development Services