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Drive CPQ adoption by empowering your sales reps

Implementing sales technology that drives actual revenue impact is essential. However, sales reps don’t always adopt the tools provided to them. In the past, managers were content with throwing more and more tools at the problem, connecting them to a CRM, training people on what buttons to click, and hoping for the best.

Drive CPQ adoption by empowering your sales reps

A new generation of sales leadership understands that approach can burn through large percentages of their budget without showing any ROI. For these visionaries, the future lies in empowering sales reps with next-generation technology that is easy and effective enough to drive user adoption.

DealHub CPQ is that technology!

How to drive sales technology adoption

In the past, sales leaders relied on mandates to drive the adoption of new sales tech, and for many of them, their efforts failed. They learned about new tools from vendors and purchased the ones that promised to make an impact. Instructions to implement them were then handed down the chain of command. At no point in this process was the sales representative – the actual end user of the tool – consulted.

Vendors sell to leadership, and so they speak in the language of leadership. They talk about strategic concepts like ROI and productivity. Sales reps use a different language, talking about things like ease of use, delivering the right message to prospects at the right time, and ways to engage with buyers and close deals faster.

Combining the new technologies pushed by vendors with old ways of selecting and implementing them created a disconnect. The result was a bunch of tools, many with overlapping capabilities, that weren’t even used.

Getting your sales team onboard with new tech

Introducing new sales technology can feel daunting. But, by following a few simple best practices, you can turn tech apprehension into enthusiastic adoption:

1. Involve your sales team early! Don’t just drop a new platform on your team and expect immediate mastery. Get them involved in the selection process, make sure the software solves their selling pains, gather their feedback, and answer their questions. This fosters a sense of ownership and builds excitement for the new tool.

2. Ensure seamless integration. Make sure the new tech integrates smoothly with existing software. This guarantees data synchronization and avoids workflow roadblocks.

3. Make training a breeze, not a burden. Ditch the lengthy, dry training sessions that leave everyone glazed over. Opt for bite-sized, interactive training modules that fit seamlessly into your reps’ schedules. Consider creating short video tutorials or encouraging peer-to-peer learning sessions.

4. Celebrate the wins, big and small! Acknowledge and reward your team’s efforts to learn and use the new technology. Did someone close a deal using a cool new feature? Give them a shout-out! Recognizing their success fuels continued engagement and motivates others to jump on board.

Sales team buy-in goes a long way in ensuring they embrace the new technology and unlock its full potential. In developing DealHub CPQ, one of our priorities was ensuring our technology would truly be a solution to product configuration, pricing, and quoting woes, not an additional hurdle for salespeople to overcome. 

Let’s take a look at how DealHub CPQ ensures user adoption by offering a next-generation solution that focuses on empowering reps to use technology to sell smarter, not harder.

DealHub CPQ simplicity drives sales technology adoption

The old way of generating quotes required sales reps to dig through tons of documentation, spread out across multiple departments and tools, only to then have to wait for their work to be checked by management.

DealHub CPQ, on the other hand, transforms sales teams from an afterthought at the end of a tech stack into the driving force behind it. Intuitive drop-down menus invite them to enter the critical details about their opportunities. Then, pre-defined logic and pricing rules are used to generate a 100% accurate quote automatically.

Instead of the old average of 90 minutes to create a quote, DealHub CPQ takes just 6. Salespeople can see their work quickly translated into an accurate quote that they can confidently present to their prospects. Instead of having to ask for approvals, they feel trusted by leadership to handle the details of their quotes and continue selling without the need for management sign-off on deals.

Adopting sales technology for remote selling

In the past, selling required sales teams to manually navigate across many different technologies to complete a long list of administrative procedures. When leading a remote sales team, what used to be a nuisance is now a serious problem.The reason is that the average mature company generates 80% of its revenues from the top 20% of its sales force. But these ‘all-stars’ are being given a higher volume of opportunities than ever before. Research shows that the additional administrative burden risks burning out these high performers just at the time they are needed the most. Non-value-added administrative tasks, like seeking multiple approvals for deals, create a burden on sales representatives, leading to a lack of motivation and procrastination.

Adopting sales technology for remote selling

DealHub’s digital DealRoom allows you to evolve past the use of disparate sales tools that force sales teams to go to where the information is. It does this by creating full horizontal integration across every tool you use. Easy-to-follow pricing models and guided selling playbooks pull information towards your sales representatives, who are then empowered to collaborate efficiently with deal stakeholders.

By removing the unnecessary admin burdens, DealRoom drops the average monthly sales admin time in a deal’s closing stages from 517 minutes to 87 for all won deals.

The old way of using technology to increase the burden on sales reps is replaced with a new future that decreases it. When sales teams experience a cutting-edge technology that works for them instead of the other way around, they are quick to adopt it.

And that adoption drives the incredible results you see with DealHub CPQ.

Effortless onboarding leads to sales technology adoption

Old versions of sales technology were not designed with the end user in mind. They prioritized features, with sales reps expected to learn how to navigate the tool. DealHub CPQ flips that dynamic on its head. Our solution offers just as much power and performance but is designed for the way sales professionals actually work.

Our user interface is specifically mapped to the way high-performing reps do their job. It speaks in their language in a way no solution has ever done before. All of the functionality that salespeople need like sending accurate quotes, cutting through approval red tape, and delivering customized content at the right moment is all directly in front of them in a single, easy-to-use platform.

This capability lets you master the relationship between your sales team and your sales technology. The solution is so simple and intuitive that salespeople are quick to adopt it. We’ve seen new sales representatives outperform veterans by their second month.

DealHub CPQ makes a streamlined sales process and smooth onboarding available to you today. We are experts at accelerating:

  • Sales proposal creation
  • Margin calculation
  • Discounting
  • Versioning
  • Workflow approvals
  • Sales cycle duration

DealHub CPQ has been listed in the Top-10 Sales Tools of 2024 by G2. Our innovative approach has redefined CPQ for the next generation, empowering teams to seamlessly integrate their technology and unite their workforce, driving revenue growth now and in the future.



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