Salesforce CPQ (Configure, Price, Quote) is a powerful tool that streamlines the sales process by helping sales teams quickly generate accurate quotes for products and services. If you’re new to CPQ, learning to create quotes efficiently is essential for improving sales productivity and closing deals faster.
This guide provides easy steps to build quotes in Salesforce CPQ and is perfect for anyone looking to learn Salesforce CPQ from scratch.
Before creating a quote, it’s important to understand the Quote object in Salesforce CPQ. A quote represents the pricing and configuration of products that you send to a customer. Each quote is linked to an opportunity and can include multiple products, discounts, and approvals.
Tip: When you learn Salesforce CPQ, pay close attention to the relationship between quotes, opportunities, and products, as this will make the quoting process smoother.
Quotes in Salesforce CPQ are always tied to an Opportunity. To start building a quote:
Navigate to the Opportunities tab in Salesforce.
Open the opportunity for which you want to generate a quote.
Click New Quote to begin the quote creation process.
This ensures that all quotes are linked to potential deals and trackable in your sales pipeline.
The next step is to add and configure products in your quote:
Click Add Products in the quote interface.
Select the products your customer wants to purchase.
Use product rules to configure options, dependencies, or bundles.
Tip: Product configuration ensures that your quote matches the customer’s needs. As you learn Salesforce CPQ, focus on understanding configuration rules to avoid errors in complex quotes.
Once products are configured, it’s time to set pricing:
Standard prices are pulled from the product catalog.
Apply discounts, special pricing, or volume-based pricing as needed.
Salesforce CPQ automatically calculates totals and taxes based on your settings.
Tip: When learning Salesforce CPQ, practice different pricing scenarios to understand how discount schedules and pricing rules affect the quote total.
Before finalizing the quote, review all details carefully:
Check product configurations and quantities.
Ensure pricing and discounts are applied correctly.
Verify that approvals (if required) are set up.
Tip: Reviewing the quote thoroughly reduces errors and improves customer confidence in your proposal.
Salesforce CPQ allows you to generate a professional quote document directly from the platform:
Click Generate Document in the quote interface.
Choose a template that matches your company branding.
Download or email the PDF to the customer.
Tip: Templates can be customized to include logos, terms, and conditions, making your quotes look polished and professional.
If your quote exceeds a certain threshold or requires manager approval:
Click Submit for Approval within Salesforce CPQ.
The approval process ensures compliance with pricing and discount policies.
Tip: Understanding the approval workflow is crucial when you learn Salesforce CPQ, especially for complex or high-value deals.
After the quote is sent to the customer, you can track its status directly in Salesforce:
Monitor approvals, edits, and customer feedback.
Clone or revise quotes as needed for negotiation or additional products.
Tracking quotes ensures transparency and helps your sales team close deals faster.
Building quotes in Salesforce CPQ doesn’t have to be complicated. By following these easy steps, you can create accurate, professional quotes quickly and efficiently. For beginners, enrolling in structured training programs can help you learn Salesforce CPQ effectively, covering product configuration, pricing rules, and approval workflows.
Mastering quotes in Salesforce CPQ not only improves sales efficiency but also enhances customer satisfaction, making it a critical skill for any sales professional.