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There are two ways for manufacturers to increase sales:
1. Expand production output and sales teams to handle a higher volume of customers
2. Optimize processes to speed up time to quote, so you can close deals in less time
KPIs like cycle time, response time, and customer churn will tell you almost everything about your sales process you need to know. Look for any stages of the sales process where a high number of leads regularly drop off, or take significantly longer than others to move toward a sale. For example, manufacturers often have an unusually high cycle time during the configuration and pricing portion of an order. Both of these issues indicate a problem with your current processes, and the entire organization needs to work collectively to address it.
PLM software helps manufacturers manage all of the data associated with every product, including materials used, manufacturing processes, initial designs and CAD drawings, marketing materials, and even sales performance after going to market. Since every team is able to digitize their product data and store it in a central database, it’s easier for sales to communicate and collaborate with other departments, speeding up the overall sales process.
Sales acceleration requires a lot of analysis and operational change, but often, this can be as simple as implementing a CPQ solution. Whether you need to create a more engaging experience during the configuration process, or just generate a quote faster than your competitors, CPQ can help you improve the metrics that matter most.
Revalize offers a full suite of software platforms designed to accelerate the idea-to-cash journey, from PLM to CPQ solutions like Configure One Cloud. The versatile platform streamlines quoting for specialty manufacturers operating in a wide array of industries, and even offers robust product visualization so customers can see what they’ve built before making a purchase.
