In our latest TCP webinar, “Fast Quotes and Full Quotas”, Christian Wettre and Ron Canty demonstrate how to overcome sales inefficiencies for manufacturers and distributors, and how SugarCRM closes the gap between quoting and quota attainment.

Whether you’re in inside sales, sales management, or operations, this session offers a blueprint for reducing wasted time and boosting revenue growth. You can watch the full recording below.

Fast Quotes: Compress the Sales Cycle Without Compromising Accuracy

The numbers are stark: sellers spend up to 35% of their time each week on non-selling activities, with approximately 18 hours lost navigating disconnected systems, spreadsheets, and emails to obtain answers and approvals from internal teams and to compile quotes. That’s two full days not spent engaging customers.

Enter TCP Fluent’s SugarCRM–Epicor integration. Ron Canty demonstrates how reps can transition from account overview to emailed quote in under five minutes, with no tab-hopping or rekeying. Everything from account history and product catalogs to ERP-sourced pricing and availability is available in a single view. For manufacturers with complex configurations or engineer-to-order workflows, Sugar supports formula-based line items and even allows reps to build quotes from a bill of materials (BOM) pulled directly from Epicor ERP.

Ron shows how the system flags and routes discount approvals in real-time. For example, a quote with a discount of over 20% automatically notifies a manager, locks the quote for editing, and waits for a decision, which shortens approval cycles from days to minutes.

And it all functions smoothly on mobile. If a customer requests changes on-site, reps can update and send the revised quote directly from their phone.

According to research by Accenture, B2B buyers are 57% of the way through the buying process before they talk to a supplier. Responding quickly with the right quote could be the difference between winning and losing the deal.

Full Quotas: Real-Time Revenue Visibility for Sellers and Managers

Once winning quotes are flying out the door, it’s time to track performance. However, most ERP systems don’t handle sales quotas; instead, they focus on sales transactions and reporting. That leaves reps and managers relying on Excel sheets to monitor progress, which quickly become outdated and inconsistent.

TCP’s Quota Management capability for SugarCRM changes that. Christian Wettre demonstrated a live quota attainment board that displays each representative’s progress by product, team, region, and timeframe. It’s color-coded, role-based, and includes:

- % to target and actual attainment

- Run-rate projections

- Pipeline coverage metrics

- Weekly, monthly, and quarterly visualizations

Managers can easily adjust quotas within Sugar without relying on Excel, and sellers receive instant visual feedback on their progress, eliminating the process of “spreadsheet hide and seek.”

Real-time visibility into quota attainment keeps sellers engaged and focused.

This webinar was one of our monthly series on how we help our customers use technology to reduce the 35% of seller time spent not engaging with customers.

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