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Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This presentation offers instructive insights for firms working to improve proposal and quoting effectiveness and identifies: Technology's role in enabling productivity, the impact of improved management control, important process considerations for organizing initiatives, best practices for proposal and quoting, management and new approaches for gaging proposal effectiveness Of special interest are findings that suggest strong ROI on initiatives to streamline proposal and quoting - including higher lead conversion rates, reduced cycle times, margin enhancement, improvements in cross-selling and up-selling, and greatly reduced errors.
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© Copyright 2013 The Sales Management Association.
Sales Management Association Webcast
2 May 2013
Presented by
Optimizing Sales Proposals and
Quoting
About The Sales Management Association
A global, cross-industry professional association for sales
operations and sales management.
Focused in providing research, case studies, training, peer
networking, and professional development to our membership.
Fostering a community of thought-leaders, service providers,
academics, and practitioners.
Learn More: www.salesmanagement.org
Slide 2
© 2013 The Sales Management Association. All rights reserved.
Today’s Panelists
Slide 3
© 2013 The Sales Management Association. All rights reserved.
© Copyright 2013 The Sales Management Association.
Sales Management Association Webcast
2 May 2013
Presented by
Optimizing Sales Proposals and
Quoting
Today’s conversation
Slide 5
• Setting the stage: Sales Management Association
member input and context
• Frameworks for understanding proposal effectiveness
• Identifying and sizing the opportunity to improve
• Important outcomes and benefits from best practice
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Setting the Stage
Slide 6
© 2013 The Sales Management Association. All rights reserved.
How well is your sales organization performing in each of the following elements of proposal management?
Not at all effective Very effective
Sales Management Association 2013 Study on Sales Proposal Effectiveness; n=56 B2B sales organizations
Somewhat effective
Key Questions: Defining Success
Slide 7
What frameworks exist
for understanding
proposal effectiveness?
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Analysts View CPQ as Critical for Success
Gartner - Balance Customer Experience with Sales Productivity in Sales Automation Initiatives
Slide 8
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
The CPQ Process
Slide 9
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Product Selection
Slide 10
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Quotes and Proposals
Slide 11
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Approvals and Negotiations
Slide 12
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Order Fulfillment
Slide 13
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Keys to Success
Slide 14
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Key Questions: Identifying Problems
Slide 15
What things suggest
proposal processes are
less effective or efficient
than they could be?
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
What are the challenges?
Slide 16
I struggle to match solutions to needs
I am under constant pressure to increase deal size
My spreadsheet always has old pricing
I spend too much time collating and copying
I am constantly hammered for mistakes I make
I am always waiting on someone else
I need to get my team more productive
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Key Questions: Sizing Results
Slide 17
How can we quantify the
impact of optimizing
proposal management –
is there attractive ROI?
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Quoting Automation Will Deliver Value
Slide 18
5% Increase in Revenue 30% Increase in Quota Achievement 35% Increase in Lead Conversion
25% Increase in Deal Size
Double the proposals per rep
Independent Research
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Configure, Price, Quote (CPQ) Impact
Slide 19
• 5% Increase in Order Size
• 80% Reduction of Order Errors
• 34% Increase in Quote Volume
• 10% Increase in Quote Conversion Rate
• Change the way an industry segment operates
© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
Questions and Discussion
Slide 20
© 2013 The Sales Management Association. All rights reserved.
Enter your questions in the
“Questions” box on the right
hand side of the webinar
application window.
Did we run out of time before we got to your
question? Presenters can follow-up with you via
email. Feel free to submit more questions if
you’d like an offline response.
© Copyright 2013 The Sales Management Association
Thank You.
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