Why Cincom Is the Best CPQ System for Sales Efficiency in Configure-to-Order Environments

Introduction

Configure-to-order (CTO) manufacturing presents a unique set of challenges:

• Demands a high degree of customization to meet customer requirements.
• Sales teams must navigate thousands of configuration possibilities.
• Manage complex pricing structures.
• Ensure compliance with technical and regulatory requirements.
• All this without slowing down the sales process.

In such a dynamic environment, CPQ for sales automation is essential. Sales quoting software automates product configuration, pricing, and quoting, accelerates sales, and reduces errors.

Among the top performers in this space, Cincom CPQ stands out as the best CPQ system for sales efficiency in complex CTO sales, helping teams sell faster, smarter, and more profitably.

 

What is Sales Efficiency in a CTO Environment?

In a Configure-to-Order (CTO) environment, sales efficiency means enabling sales teams to quickly and accurately deliver quotes for highly customizable, complex products without relying heavily on engineering or back-office teams.

It’s about eliminating manual steps, reducing errors, and streamlining the entire quote-to-order process so reps can focus on selling, not troubleshooting.

Key features of sales efficiency in CTO manufacturing include:

• Fast, accurate quoting for tailored product configurations.
• Reduced dependency on engineering for validation and approvals.
• Eliminate errors in pricing, configuration, and documentation.
• Shorter sales cycles from first contact to order confirmation.
• Higher win rates driv en by speed and precision.

Achieving true sales process optimization in this environment requires tools like CPQ for sales automation that can manage product complexity, enforce business rules, and integrate seamlessly with CRM and ERP.

 

 

5 Common Sales Bottlenecks in CTO Manufacturing 

 

 

1-Configuration Validation Delays

Sales reps often lack the technical knowledge to configure complex products for which they rely on engineering for validation. This leads to frequent back-and-forth communication. It slows down the quoting process and delays customer response times.

2- Pricing Errors

Using spreadsheets or manual pricing methods increases the chance of errors. Reps may apply incorrect discounts or outdated pricing, which can result in lost revenue or margin leakage.

3- Slow Quote and Proposal Creation

Manually assembling quotes and proposals is time-consuming. Sales teams often switch between multiple systems to gather product, pricing, and customer data which slows down the process and increases the risk of inconsistencies.

4- Disconnected Systems

When CRM, ERP, and quoting tools aren’t integrated, teams work in silos. This leads to miscommunication, repeated data entry, and errors that require rework, further delaying the sales process optimization.

5- Impact on Sales Performance

These bottlenecks cause longer sales cycles, missed deadlines, and lost deals. Customers become frustrated with delays or inaccurate quotes, and sales teams struggle to hit targets due to inefficiencies.

An integrated sales quoting software solution like Cincom CPQ removes these roadblocks, making quoting faster, more accurate, and scalable.

 

10 Ways Cincom CPQ Directly Impact Sales Efficiency 

1- Eliminates manual work:

CPQ automates the entire quoting process. No more spreadsheets, manual pricing, or copying data between systems.

2- Reduces quote errors:

Built-in pricing rules and product logic ensure every quote is accurate, eliminating the need for rework or corrections.

3- Speeds up quote generation:

Sales reps can generate complex, customized quotes in minutes instead of hours or days.

4- Minimizes approval delays:

Automated discount and pricing approvals streamline internal workflows and reduce bottlenecks.

5- Guided selling support:

Reps receive real-time prompts to select the right products and options based on customer needs. In-depth product knowledge is not mandatory.

6- Product visualization tools:

Visual configurators help reps and customers see the final product during configuration, making it easier to understand and approve.

7- Improves team collaboration:

Sales, engineering, and finance use a single platform with shared data and workflows, ensuring better communication and fewer errors.

8- Frees up selling time:

Reps spend less time on admin tasks and more time engaging with prospects and closing deals.

9- Accelerates deal velocity:

Faster, error-free quoting leads to quicker decision-making and shorter sales cycles.

10- Drives more revenue:

With improved efficiency and accuracy, sales teams can handle more deals and convert opportunities faster.

This is why Cincom is the best CPQ system for sales efficiency in CTO environments.

 

How Quickly Can Sales Teams Generate Quotes Using CPQ vs Manual Methods?

While manual quoting slows deals and invites errors, Cincom CPQ delivers speed, accuracy, and automation. Reports suggest that switching from manual processes to modern sales quoting software reduces the sales cycle by 28%.

 

Capabilities	Manual Quoting (Excel, Emails)	Cincom CPQ
Quote Creation Time	2–3 days or more	Under 30 minutes
Configuration Process	Manual, error-prone, needs engineering input	Rules-based, guided, self-serve configuration
Pricing Accuracy	Depends on manual updates and spreadsheets	Real-time pricing pulled directly from the system
Approval Workflow	Email chains, delays, manual checks	Automated, built-in approval logic
Document Generation	Manually compiled in Word/PDF	Auto-generated quotes, proposals, and BOMs
Risk of Errors	High – due to manual entry and miscommunication	Low – validations built into every step
Sales Efficiency Impact	Slower cycles, lost deals, frustrated teams	Faster response times, higher win rates, more revenue
Estimated Time Savings	—	Up to 80% faster quote turnaround

 

Helmer Scientific, manufacturer of specialized medical equipment, slashed quote time by 88% with Cincom CPQ.

Download the case study to learn more about CPQ for sales automation.

 

What Kind of ROI Can Businesses Expect?

Implementing a CPQ solution like Cincom CPQ delivers measurable ROI across multiple areas of the sales process.

1. Faster Sales Cycles = More Closed Deals

   Cincom CPQ shortens the quote-to-order cycle, helping sales teams respond to prospects in minutes instead of days.

2. Fewer Errors = Reduced Cost of Rework

   Rule-based validation ensures quotes are accurate, reducing costly errors and production delays.

3. Better Pricing Discipline = Margin Protection

   Centralized logic and approval workflows help avoid unnecessary discounts and protect profit margins.

4. Scalability Without Growing Headcount

   Handle more quotes, more deals, and more complex configurations—without needing to grow the sales team.

Are you still unsure about the impact? Contact us to see how much time and revenue Cincom CPQ can save.

 

Sales Insights that Drive Smarter Selling

 

Category	Key Benefits
Built-in CPQ Analytics	Tracks quoting trends, identifies bottlenecks, and uncovers pricing and discount patterns.
Data-Driven Decisions	Enables managers to optimize strategies, coach teams, and plan pricing and resources effectively.
End-to-End Visibility	Integrates with CRM/ERP to sync data and provide a single source of truth across departments.
Smarter Selling Outcomes	Supports faster decisions, improves forecasting, and aligns sales with operations and finance.

 

Final Thoughts

Cincom CPQ stands out with its intuitive interface, powerful configuration engine, and seamless integration with CRM, ERP, and eCommerce platforms—making it ideal for complex CTO environments.

Unlike generic tools, Cincom CPQ is purpose-built for industries where customization, compliance, and speed are critical. Its rules-driven engine simplifies complexity, while its scalability supports growing sales.

With decades of experience in CTO manufacturing, Cincom CPQ offers a future-ready platform for sales quoting software that drives real results. For manufacturers looking to lead with sales efficiency, Cincom is the best CPQ system.

Ready to accelerate your sales process? Explore how Cincom CPQ can streamline your CTO quoting.

 

FAQs

1- How does CPQ directly impact sales efficiency?

CPQ software automates product configuration, pricing, and quote generation, which reduces errors, shortens sales cycles, and frees reps to focus on closing deals. This level of sales process optimization makes CPQ an essential tool for improving sales efficiency in complex selling environments.

 

2- How quickly can a sales team generate a quote using CPQ software compared to manual methods?

With traditional methods like spreadsheets and emails, generating quotes can take days. In contrast, the best CPQ system for sales efficiency—like Cincom CPQ—can produce accurate, tailored quotes in under 30 minutes, boosting sales automation.

 

3- How does CPQ simplify the process of configuring complex products or services?

CPQ systems use guided selling and rules-based logic to walk reps through every step of complex configurations. This eliminates the need for engineering input on every quote and ensures accuracy, making sales quoting software ideal for configure-to-order scenarios.

 

4- What kind of ROI can businesses expect from implementing a CPQ system for sales efficiency?

Companies typically see faster sales cycles, fewer quoting errors, improved margins, and increased deal volume. The overall ROI from CPQ includes time savings, revenue growth, and better resource utilization—key outcomes of sales efficiency CPQ solutions.

 

5- Is CPQ suitable for both small businesses and large enterprises?

Yes. While enterprise-grade CPQ for sales automation offers robust features and integrations, modern CPQ systems like Cincom CPQ are scalable and flexible enough to support both small and large organizations aiming to optimize their sales process efficiency.