6 Ways Your Sales Representative can benefit from SAP Sales Cloud in Their Daily Tasks

SAP Sales Cloud has been placed as a leader in the 2019 Magic Quadrant for Sales Force Automation (SFA) by Gartner Inc.

The recent acquisition of CallidusCloud makes the solution even more attractive with products covering areas like: Configure Price Quote (SAP CPQ), Sales Performance Management (SAP Commissions), Producer Pro, and Workflow Administration.

This article will show how a sales representative can benefit from this cutting-edge cloud solution in their daily tasks. A typical B2B process will be demonstrated which we will reveal parts of the SAP Sales Cloud solution. There are many powerful functions worth deep diving into such as business analysis, machine learning, and integration. 

On the way to work…

Since SAP Sales Cloud provides a universal experience on both PC and mobile, the sales representative often starts his workday before he even enters the office. While having his morning coffee, the sales rep opens the app on his iPad. He starts with the home screen; looks at upcoming activities, recent tasks, and key performance indicators. These tiles were customized and personalized according to his business needs. In addition, the data can be refreshed instantly, keeping the data up to date.

Inspect leads in the morning…

The marketing department usually creates and manages leads. However, it is the sales reps responsibility to convert leads. As the sales rep browses through the leads, he notices a potential deal marked as Hot.  He opens the lead to check feasibility and decides to convert this lead to an opportunity. However, due to his busy schedule he decides to follow up on this opportunity later. He creates a task to remind himself to contact the business in the afternoon. Because Sap Sales Cloud automatically synchronizes with Microsoft Outlook, he will be notified on his mobile device.

Follow opportunities before lunch

This morning, the sales representative notices in his pipeline that one of his opportunities shows new progress. A client shows great interest in a new type of product, after having received the sales brochure. The sales representative decides to visit the customer to collect detailed requirements. He involves his colleague from the IT department by adding him into the opportunity. He then posts a feed to remind him.  The sales representative estimates the expected deal size and adjusts his forecast.

Complete activities in the afternoon…

The Sales Manager previously set a list of best-practice activities for his sales team to follow on each opportunity. An activity is commonly used to record an interaction with other parties like meetings, visits, appointments, tasks, or more.  The task created by the sales representative in the morning, pops up with a notification that he is supposed to contact his client at 1:00 pm. On the other hand, the sales representative remembers that he will visit another client with his colleague at 3:00 pm. After having a pleasant call with the first client he gets on his way to visit the second one. With the power of speech to text in the mobile app, he quickly adds his notes to the task by voicing input. At 4:00 pm, the sales rep’s visit to the client leads to a good result with all doubts cleared. He puts an end to the appointment with a summary on his way back. The appointments document flow shows the complete route of his sales process.

Propose quote on the way back…

A quote stands for a formal proposal. It contains the products, pricing details, payment terms, delivery methods, and more. A quote is also the carrier for synchronizing with ERP orders. Though an order can also be placed directly within SAP Sales Cloud, the quote is usually the last object that a sales rep is working on. On the way back, the sales rep decides to issue an initial version to his client so that he can hold the opportunity proactively. He opens the opportunity and configures the products for the client. SAP CPQ supports completely customizable capabilities defining steps, dependencies, and restriction rules to fulfilling various business requirements. Additionally, it calculates the price in real time by considering multiple factors like corporate rebates, volume discounts, ongoing marketing campaigns, and more. The result of SAP CPQ includes a structured product list, pricing procedures, and commission information to name a few of the things that are visible for the sales rep. The sales rep re-confirms the output and instantly mails out the document to his customer. Doing so may involve getting a special approval from the sales manager. If special rules have been set for discounts, rebates, and other, note that these topics will be covered in another article. From within SAP Sales Cloud, the sales rep sends out an e-mail with a PDF attachment of the quote. There may be some back and forth if the customer changes his mind. However, SAP CPQ makes the sales representative’s job much easier. He doesn’t need to manage plenty of files or check the dependent rules again and again.

Review performance in the evening…

SAP Commissions is the industry-leading solution for managing incentives and compensation programs. Commissions are a significant reward to a sales rep’s due diligence. The sales rep enjoys viewing his commissions after a hard-working day. He can also check his year to date earnings, and his current achievements using the standard Commissions dashboard.  The sales rep knows what he can earn when configuring the products in each quote. SAP Sales Cloud automatically estimates the commission amount in real-time. Helpful incentivized tips will be shown to encourage sales rep to sell more.

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