Sales Configurator

What is a Sales Configurator?

A sales configurator is a software B2B companies, retailers, manufacturers, and service providers use to create quotes from customized product configurations. It allows sales reps to quickly and accurately configure the product or service for each customer’s unique needs. With its ability to easily configure complex products and services, a sales configurator can help companies save time and money on quote creation and ensure that customers receive accurate pricing and correct orders every time.

Sales configurators make it easy for businesses to create custom quotes quickly using guided selling. With their intuitive user interfaces, sales configurators allow users to select options from a catalog of components and features to build the perfect solution for a customer’s needs. This eliminates the need to manually calculate prices or research offerings that meet customer requirements—saving time and ensuring accuracy.

Beyond just creating quotes, sales configurators also provide robust reporting capabilities to track customer data and analyze trends in sales orders. They can also be used as powerful decision support tools to assist in recommending the best configuration of products or services available while considering customer preferences, budgetary constraints, and other factors.


  • Configure price quote
  • CPQ
  • Sales configuration software

Sales Configurator Features

Sales configurator software is a powerful business tool that enables companies to deliver tailored sales solutions to their customers. It simplifies configuring and managing complex products, allowing users to quickly and accurately create customized quotes, product specifications, and bills of materials (BOMs).  

A sales configurator tool typically enables product selection, pricing, and order tracking with minimal manual input. It also integrates with other software systems, such as ERP, CRM, and product configuration tools, and can generate personalized quotes and invoices.

Sales configurator software can provide a significant advantage over traditional quote generation methods for organizations with complex products or services that involve multiple components or options to create an optimal product or service for customers. It helps businesses quickly configure custom solutions and offer customers accurate quotes without manually entering the relevant data. This allows sales teams to save time and money and increase customer satisfaction due to faster turnaround times on sales quotes.

Other features of sales configurators include product knowledge management, rules-based validation, configuration models, and interactive user interfaces. Product knowledge management allows users to access comprehensive product information such as pricing, availability, and compatibility. Rules-based validation helps ensure that orders are configured with compatible components and meet customer preferences or industry requirements. Configuration models are created based on industry standards or company-specific criteria and provide an efficient way for organizations to manage the complexity of product configurations. Interactive user interfaces allow users to easily select the appropriate components for their desired configuration with minimal effort.

Sales configurators can be customized according to an organization’s specific needs and objectives. For example, organizations may implement advanced analytics features to track customer preferences or optimize production processes. Many sales configurators also have reporting capabilities that can provide data insights relevant to a company’s operations. As a result, sales configurators can provide tremendous value for businesses by helping them efficiently manage complex configurations.

How Sales Configurators Improve Order Accuracy

A sales configurator is an automated tool used in the sales process to help create a bill of materials (BOM) and an accurate order. When using a configurator, customers are presented with various options and products that meet their requirements. The configurator then creates a BOM that reflects the customer’s selections.

The configurator is designed to consider all of the customer’s choices and build a comprehensive list of items needed for order fulfillment. The details of the components are stored in a database and can be accessed by the customer at any time during the sales process. This ensures accuracy in both the BOM and order details.

When all selection criteria have been completed, the configurator assembles all necessary parts into one package for pricing, ordering, and delivery purposes. For instance, if an automotive parts store needs to configure orders for car owners, it will use different categories, such as make and model, year of manufacture, engine size, etc., to create an accurate BOM.

The configurator also helps ensure accuracy by verifying product compatibility between components before creating the final order package. This helps avoid costly mistakes due to incorrect product selection or mismatching components that may not work together or fail during operation or installation. Furthermore, orders can generally be processed quickly once configured correctly using a sales configurator.

Benefits of Sales Configuration Software

In addition to improving order accuracy, sales configurator software can provide businesses with a wide range of benefits, including increased accuracy in pricing, improved customer service through more personalized offers, reduced costs associated with manual data entry, and increased efficiency by streamlining the sales process. It can also provide enhanced visibility into customer preferences and market trends, allowing for better decision-making regarding product changes or new offerings. Additionally, it can help boost sales performance by providing up-to-date information on availability, pricing strategies, promotional campaigns, geographic restrictions, and more.

Automates the Sales Process

The main benefit of using a sales configurator is that it automates many aspects of the sales process, allowing salespeople to focus more on relationship building rather than the tedious tasks involved in creating offers and managing orders. It also eliminates human error from manually inputting information into a system or miscommunication between customers and sales staff. 

Sales configuration tools also alleviate the need for sales representatives to memorize specifications and prices for numerous configurations. Sales reps don’t have to know every product limitation, add-on component, or pricing model; the software automates the configuration, pricing, and quoting of complex products and services.

Provides Consistency Across Sales Channels

A sales configurator provides customers, sales reps, and resellers with a consistent experience across multiple channels by unifying product definitions and pricing so the information is consistent and accurate. This helps ensure that customers have access to the same products and services regardless of whether they purchase through a sales rep or an eCommerce platform. 

Creates an Interactive Buying Experience

Sales configurators use advanced algorithms to generate optimized sales quotes based on customer requirements. They present potential buyers with an interactive experience consisting of product images, specifications, pricing information, and other details pertinent to the transaction. Customers can then make educated decisions based on the data provided by the configurator. This can help shorten the sales cycle and increase revenue.

Enables Upselling and Cross-Selling

The guided selling capability in sales configurators also provides opportunities for upselling and cross-selling because they customize product solutions based on customer specifications. Instead of relying solely on sales reps’ knowledge, the configurator allows businesses to offer customized deals without requiring their sales team to have expertise in every product or solution they sell. This increases revenue while reducing costs associated with training sales personnel on multiple products or solutions.

Generates Accurate Pricing

Another benefit of a sales configurator is its ability to provide accuracy in pricing calculations. By allowing customers to select options that affect the final cost of an order, businesses can be certain that the final price is calculated correctly and accurately. Furthermore, sales configurators can communicate with inventory systems so that companies can know exactly how many items they have in stock at any given moment and be sure not to exceed their limits when creating new orders.

Eliminates Production Errors

By having accurate data associated with each order, businesses can avoid costly delays in production due to missing or inaccurate information. This level of accuracy helps maintain consistent lead times for delivery and reduces the chances of production errors.

People Also Ask

What is the difference between a product configurator and a sales configurator?

Sales configurators and product configurators are software solutions that help businesses sell and produce their products. Both provide a way for customers to customize their products, but the main difference lies in their use.

Sales teams and customer service representatives typically use a sales configurator to assist in the customization of products. It allows customers to choose from various options specific to their order, such as colors, sizes, materials, and other product features. As a result, it facilitates quick decisions while considering any factors affecting pricing or availability. In addition, it is user-friendly, allowing customers to configure products easily, add options and accessories, and apply discounts. Sales configurators can integrate with existing sales and revenue solutions, such as quote-to-cash and billing software.

Product designers and engineers mainly use product configurators to create or modify new products. They offer more detailed customization options than a sales configurator, allowing for changes in dimensions, components, and other design elements. Product configurators also help with prototyping and testing products before they go into production. The result is a more customized product that meets the exact requirements of its users. In addition, product configurators are often integrated with CAD/CAM systems or enterprise resource planning (ERP) systems, allowing companies to streamline product development operations.

What is a configurator in CPQ?

The configurator component of a CPQ (Configure-Price-Quote) solution is a tool that helps sales teams create quotes for customers quickly and accurately. In addition, it allows sales personnel to configure the exact specifications of customer orders.

Using a configurator feature within CPQ solutions, companies can easily customize product catalogs by adding attributes like descriptions, images, videos, prices, delivery options and more. With this feature, sales staff can easily access all relevant information to customize products efficiently while providing customers with accurate pricing on orders.

The CPQ configurator also enables swift product configuration by allowing users to select multiple options simultaneously, resulting in faster transactions. Furthermore, CPQ solutions make it easy for customers to change configurations during the quote review process without starting over from scratch each time they want to modify an item or add extra features.