Mastering Bundle Configuration for Sales Reps
Empowering your sales team to configure bundles effectively is crucial for ensuring they offer the right product combinations while maintaining flexibility in their sales approach. Whether a bundle needs frequent adjustments or remains largely unchanged, Salesforce CPQ gives admins the tools to control when and how these configurations occur throughout the sales process. With the ability to customize the appearance of bundles in the Quote Line Editor and manage multiple configurations at once, admins can tailor the configuration experience to suit various sales scenarios.
Configuration Type and Configuration Event
Central to this customization are two key fields on the product record—Configuration Type and Configuration Event. These fields dictate the timing and manner in which sales reps interact with bundle configurations, shaping their overall sales experience. Let's explore how these settings can be leveraged to optimize the bundle configuration process.
Configuration Type | Configuration Event | Experience | Scenario |
Allowed | Always | Show configuration page immediately after selection, allow reps to reconfigure [1] | Bundles that often need to be customized for each customer |
Allowed | Edit | Don’t show configuration page after selection, but allow reps to reconfigure [2] | Bundles that only occasionally need customization |
Disabled | n/a | Never show configuration page [3] | Bundles that are never customized |
Allowed | Add | Show configuration page only once [4] | Bundles that inform later decisions in the sales process, such as what configurations are allowed for the next bundle that’s added; this setting is rarely used |
Handling Nested Bundles
For nested bundles requiring configuration, set the Configuration Type to Required. This forces reps to configure the bundle before they can save it, ensuring all necessary components are included. A visual indicator helps guide the rep through the process, preventing errors.
Managing Multiple Bundles
When sales reps need to configure multiple bundles at once, Salesforce CPQ provides an intuitive interface with an expandable sidebar. This feature allows reps to switch between bundles easily. If you prefer, you can change the view to display all bundles simultaneously, streamlining the process.
Enhancing the Configuration Experience
Visualizing Product Hierarchy
To make it easier for reps to understand the relationship between products in a bundle, enable the Visualize Product Hierarchy setting. This feature indents product names in the Quote Line Editor, making it clear which products are options within a bundle.
Keeping Bundles Together
Salesforce CPQ also helps maintain bundle integrity in quotes. By default, the Keep Bundles Together setting ensures that all products within a bundle stay together when reps organize their quote lines into groups. This prevents confusion and keeps the quote logically organized.
Conclusion
Salesforce CPQ gives admins robust tools to control how bundles are configured, visualized, and maintained in quotes. By leveraging these settings, you can create a seamless, efficient quoting process that empowers your sales reps to close deals with confidence.
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