Overview
A manufacturing organization was managing its lead and quotation workflows manually, without a standardized system for generating quotes, applying terms and conditions, or tracking sales performance. Missing T&Cs, manual cost calculations, and the difficulty of monitoring outcomes across the pipeline limited both the accuracy and speed of the firm's commercial operations. To address these challenges, Halsa implemented Inquiry Management with automated costs, dynamic T&Cs, multiple quotes per lead, and PDF generation, built on Sales Cloud (CRM & CPQ), delivering 30% time savings in quote generation, timely submissions, deduplicated leads, and data-driven decisions.
The Challenge
The organization faced three interconnected challenges that were constraining the efficiency, accuracy, and measurability of its inquiry and quotation processes:
- Manual Lead Management and Quote Generation: Lead tracking and quote creation were handled manually, introducing delays, inconsistency, and avoidable administrative effort into the sales workflow. The absence of automation meant that generating quotes was time-intensive and prone to error.
- Missing T&Cs: Terms and conditions were not being consistently included in quotations, exposing the organization to commercial risk and undermining the professionalism and completeness of its customer-facing submissions.
- Difficulty Tracking Performance: Without a structured system to capture and report on inquiry and quotation activity, the organization had limited visibility into sales performance, making it difficult to identify trends, measure outcomes, or support data-driven decision-making.
Our Solution
Halsa implemented Inquiry Management with automated costs, dynamic T&Cs, multiple quotes per lead, and PDF generation on Sales Cloud (CRM & CPQ). The solution digitalized and automated the end-to-end inquiry and quotation workflow, replacing manual processes with a structured, consistent, and measurable system.
- Inquiry Management on Sales Cloud (CRM & CPQ): Sales Cloud (CRM & CPQ) was implemented as the centralized platform for managing all inquiries and quotations, providing a unified environment for lead capture, quote generation, and performance tracking across the organization's sales operations.
- Automated Cost Calculation: Quote costing was automated within the platform, replacing manual cost calculations with a consistent, accurate, and repeatable process. Automation reduced the time required to generate quotes and improved pricing accuracy across the organization's quotation submissions.
- Dynamic T&Cs: Dynamic terms and conditions were introduced into the quotation workflow, ensuring that appropriate T&Cs were automatically applied to every quote generated. This resolved the missing T&Cs challenge and ensured that all customer-facing submissions were commercially complete and consistent.
- Multiple Quotes Per Lead: The solution supported the generation of multiple quotes per lead, giving the sales team the flexibility to present alternative pricing or configuration options to prospects without creating additional manual effort or duplicating lead records.
- PDF Generation: Automated PDF generation was implemented to produce professional, ready-to-submit quotation documents directly from the platform, accelerating submission timelines and ensuring consistency in the format and content of all customer-facing quote documents.
- Lead Deduplication: The centralization of lead management on Sales Cloud introduced deduplication controls, eliminating duplicate
The Outcome
The implementation delivered measurable improvements across quote efficiency, submission timeliness, data quality, and decision-making:
- 30% Time Savings in Quote Generation: Automated cost calculation, dynamic T&Cs, and PDF generation collectively reduced the time required to produce and submit quotations by 30%, freeing sales team capacity for higher-value activities.
- Timely Submissions: Streamlined and automated quotation workflows enabled the organization to produce and deliver quotes to prospects more quickly, improving submission timeliness and the organization's responsiveness in competitive sales situations.
- Deduplicated Leads: Centralizing lead management on Sales Cloud introduced deduplication controls that eliminated duplicate records, giving the sales team a clean, accurate pipeline and improving the reliability of sales reporting.
- Data-Driven Decisions: With all inquiry and quotation activity captured within a structured platform, the organization gained the visibility and reporting capability needed to track sales performance and make data-driven decisions across its commercial operations.
Conclusion
The manufacturing organization successfully transformed its inquiry and quotation operations. Manual lead management, missing T&Cs, and the difficulty tracking performance were resolved through a unified, automated platform, delivering 30% time savings in quote generation, timely submissions, deduplicated leads, and data-driven decisions and establishing a scalable, accurate, and measurable foundation for the organization's commercial sales operations.