Summary

Great work! In this chapter, you gained an understanding of the stages through which a quote that is generated by the sales rep gets converted to cash. You also learned about situations where Salesforce CPQ has not been implemented and the difficulties that sales reps undergo with a sales system that does not support closing deals on time and with accuracy.

We have covered in detail what Salesforce CPQ offers to the sales organization in particular, and to your business in general. We also covered the individual components of Configure, Price, and Quote, its meaning, and how it fits into the sales process. We covered the advantages and the ROI for your business organization when CPQ is implemented. We also outlined the steps that are necessary for installing the Salesforce CPQ package. You will be able to utilize the full potential of quote-to-cash automation in the following chapters.

In the next chapter, we will cover how to configure opportunities and quotes, and how to automate approvals.