Bypass the pitfalls: Integrate and automate for speedier retail sales


February 28, 2018

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The retail landscape is constantly changing. With an increasing focus on online sales, higher customer expectations, and mountains of paperwork that add time and complexity to the process, thriving in retail sales means getting faster and selling more without sacrificing any of the personal engagement retail customers are accustomed to. But today’s retail sales processes aren’t built for speed. So much of your teams’ day-to-day workflows aren’t built to be fast because on top of actually selling and responding to customer requests, they’re buried under mountains of quotes, order forms, contracts, and customer communications—all of which they produce manually. When creation and updates are manual, service quality goes down and productivity is lost from spending too much time tracking the wrong versions or generating the same documents over and over again. How can you trust your data when your departments can’t talk to each other? Accurate insights and forecasting become nothing but a fantasy. And it endangers the customer experience to the point that a sale can be lost—just like that—and customers walk away with all the power, leaving retailers holding the proverbial bag. These pitfalls—bad data, manual documentation, and outdated contract management—are distressingly familiar to many. Fortunately, getting out of them is easier with Conga’s intelligent document automation solutions that integrate with Salesforce.

Optimize your data management

Data is useful for more than just gaining insights into your customers. It also provides the best signposts for forecasting revenue, prioritizing everyday tasks, and uncovering what needs to change in your current business processes. But you can’t do any of that if your data isn’t accessible and up-to-date system-wide. Salesforce integration with easy-to-view, single screens drives adoption across your company, ensuring better reporting, deeper understanding, and direct, pinpointed actions to take with new and returning customers. When everyone has access to the same information, errors are eliminated, sales accelerate, and your company runs more seamlessly.

Automate your document generation

Documentation is a given in any industry, and retail is no exception. The problem is that most document generation is a manual process involving cutting and pasting from different sources that provides no ability to control versions or any visibility into changes and approvals. The result is costly data entry errors, inconsistencies, and slow response times that leave customers feeling insecure about doing business with you. It’s no wonder, then, that 36% of business leaders say they get documents back that are missing key information like signatures, approvals, or dates, and that nearly half feel that disconnected document processes impair their abilities to plan, forecast, and budget due to a lack of visibility. By automating document creation, you can format documents with one click, populate them with information directly from your CRM, and save them back to Salesforce for anyone to track. The closed loop dramatically increases efficiency and saves time, sales and customer service reps can focus more on the customers themselves.

Automate your contract management

While retailers deal less with complex contract negotiation processes than most B2B sales organizations, there are still documents that have to pass muster with legal—whether they are customer service agreements, vendor agreements, or other binding documents. Any time there is a contract to execute, you can expect less time available for sales and customer interactions because the process itself is inefficient and often riddled with issues. Contracts are created with information sourced from disparate systems, usually manually. Legal review slows everything down because they have to evaluate every sentence, clause, and promise. Versions and redlines get lost in the shuffle, errors are common, and statuses are often unknown, which makes it difficult to predict when the deal will be finalized. That’s where automated contract management can pick up the slack and speed up the sales cycle. An automated system tracks every action and change, provides real-time visibility for all parties, pre-populates contracts with the right data and clauses, and stores everything securely.

Bypass the pitfalls, pick up the pace

Automation is key not only to staying relevant and competitive in the retail world, but to providing an optimal customer experience as well. By automating processes and integrating with Salesforce, you can save time and money, become more efficient, improve the quality of your customer interactions, and—more importantly—simplify and accelerate your sales processes from start to finish. Learn more about Conga’s intelligent automation suite by downloading How to Avoid Major Retail Sales Pitfalls with End-to-End Sales Acceleration.


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