CPQ tools , such as Salesforce CPQ, are an incredible asset for sales teams to quickly and accurately configure, price and quote a product or service. In fact, CPQ software is often the missing link that sales teams need to become highly-reliable sellers with long-lasting customer relationships. But a Salesforce CPQ implementation can also overwhelm enablement teams, minimizing the chances of positive ROI.
Because it is highly customizable and complex, CPQ isn’t always the most intuitive to navigate. And, ensuring your team adopts this new tool is a completely different beast in and of itself. Thankfully, we have a few recommendations that can help you get started.
First, what is CPQ software?
Imagine, for a second, the cumbersome process to build a sales quote. While it may seem like simple addition on the surface, there are a variety of factors that make it complicated:
- Initial product price
- Add-on services
- Terms and conditions
- Payment methods
These are only a few examples. In reality, building an accurate quote for a prospect is very elaborate. No one wants to be the cog in the wheel that causes deal desk congestion and prolongs the sales cycle. If the quote reflects bad information, the prospect can become frustrated and look elsewhere for a better deal.
CPQ software allows a sales rep to deliver a more precise quote without the headache of hunting down colleagues in various teams and searching multiple programs to generate a price. In a recent Salesforce CPQ study , users cited a 33% reduction in pricing errors and a 29% reduction in the time it took to generate a quote. Even better, these systems serve as subject matter experts by identifying hidden opportunities that increase deal size.
With so many advantages, it feels almost like a no-brainer to purchase Salesforce CPQ. But time and time again, the typical headaches that follow any new software implementation are what lead to failed adoptions and poor ROI.
CPQ implementation doesn't always equal adoption
Introducing your team to new software, whether it’s a complex CRM, ERP or simple sales training tool, relies heavily on employee adoption as a source of success. If the training is ineffective, the chances of your team using a tool to its fullest advantage diminishes. Worse, if leaders aren’t given the proper resources and support to roll out CPQ software , it’s an even bigger nightmare.
While Salesforce trainers often understand the importance of CPQ, they become inundated with myriad tasks to ensure a successful implementation. Just developing the CPQ sales training content takes considerable time, not to mention planning and executing the training sessions themselves. From classroom presentations to video tutorials and learning modules, it’s easy for reps to feel like they’re drinking from the firehose and quickly experience information overload.
But what if you have a top-notch sales enablement team? Even the best learning and development leaders run into roadblocks, as seasoned sales reps are often married to their tried and true solution (as manual as it may be). As the adage says, you can lead a horse to water but you can’t always make them drink. You can train and teach someone how to use a new system all day long, but getting them to actually use (or adopt) it is an entirely different story.
A new way to ensure CPQ adoption
As mentioned earlier, the firehose effect is very real, and sales reps rarely remember everything they learned in those early training sessions. In fact, the Ebbinghaus Forgetting Curve states that memory retention drops to 40% after just a few days. Instead, it’s much easier for reps to have information delivered to them directly in the flow of work.
Rather than hope for the best (aka assume it will stick) and expect your sales reps to retain the how and why behind your CPQ tool, what if you made training easier, more fun, and allowed them to learn on their terms? What if there was a tool that made it easier to introduce and implement a CPQ rollout?
CPQ training content at your fingertips
Let’s say a sales rep is having a hard time remembering a specific step in the CPQ process that is necessary to generate a quote. Rather than ask for help (and take away valuable selling time from veteran sales reps) or re-watch an entire training module in your LMS, what if the employee can search a Wiki database or access a content repository that answers their exact question?
Imagine the difference if employees were empowered to find the information they need, when and where they need it. Not only does it reduce support tickets, but it establishes a community of self-sufficient reps who have access to information at their fingertips.
Just-in-time enablement platforms simplify CPQ training
Spekit's just-in-time learning platform is a solution that surfaces training content directly in the flow of work . As a complementary tool to your CRM and CPQ, Spekit reinforces CPQ training by embedding step-by-step training and providing Salesforce in-app guidance on navigating SKUs, discounts, and approval processes.
Spekit makes it easy to remove friction, reduce deal desk congestion, and drastically reduce training time, much to the delight of Salesforce trainers everywhere.
In fact, we helped Wolters-Kluwar reduce their CPQ and Salesforce training from a 7.5 hour in-person session down to 1.5 hours with Spekit.
Free, customizable, out-of-the-box Salesforce CPQ training content
If you’re thinking, “that’s great, but what about the time it takes to create the initial training materials,” Spekit can help there as well.
While digital adoption platforms help users understand and learn how to use a new tool, digital enablement solutions like Spekit go a step further and provide customizable, out-of-the-box training content for popular resources like Salesforce CPQ. This consolidates CPQ training by minimizing the time needed to develop instructional tutorials. Further, it increases ramp time, as sellers can access information directly in-app when they need it.
To help you get started in CPQ, we’ve partnered with CPQ expert and Salesforce MVP Brad Gross to prepare a complete guide. Download it here .
CPQ training doesn’t have to be so hard
We know CPQ rollouts can be all-consuming, especially if you’re a small business or the only enablement professional on your team. If you’re tasked with ensuring digital tool adoption, CPQ implementation may feel paralyzing even, leaving no time for anything else.
Spekit’s digital enablement platform can help enablement teams transition from reactive to proactive and give you time back for focusing on strategic initiatives. To learn more about how Spekit can help simplify your Salesforce CPQ implementation, request a demo today .