Traditional manufacturing sales teams are overburdened with paperwork. On a good day, a semi-feasible customer quotation, RFQ or tender takes a few days to reach the customer. But that does not mean your sales staff are idle. It just means that your sales process has plenty of room for optimization.
In a typical RFQ scenario, your sales team would have to prepare by going through a drawn-out process. They would need to manage the customer, extract data from your ERP, configure accordingly, make manual calculations, get the necessary input from various specialist departments, and organize all that information into a presentable format.
If they have been meticulous, the customer accepts their quote. If not, their quote gets rejected before it even reaches the customer due to unhealthy margins, wrong prices, or outdated data. In such cases, the sales rep would have to repeat the entire process.
To illustrate our point, here is a simplified breakdown of what a sales person has to go through during the preparation of a quote in a tradition sales process, and how a digital end-to-end process can streamline this process.
In most situations, sales reps have to jump through dozens of hoops (manually) to get the 100% accurate quotation their customers expect. Along the way there can even more steps added due to human errors that accumulate along this traditional, labor-intensive way of creating a quote.
By digitally automating the entire sales process, your manufacturing business gets an effective, repeatable, scalable, end-to-end sales process. With digital, you can eliminate low margins, improve customer satisfaction, and more importantly, increase revenue. The potential impact on your manufacturing business can be immense.
Your sales teams play an important role in keeping your business running smoothly at the best of times. In recent times of extreme uncertainty, their time can be better spent on what most important—your customers.
Are you ready to find out how you can take your sales process to the next level? Contact our experts for a free consultation!