Your CPQ system is supposed to streamline quoting, accelerate sales, and boost revenue. But if it’s misconfigured or poorly adopted, it can do the exact opposite — create friction, confuse buyers, and stall deals. Here are five signs your CPQ might be doing more harm than good:
#1. Sales Reps Are Building Quotes Outside the System
If your reps are reverting to spreadsheets or legacy tools, it’s a red flag. It means your CPQ feels clunky, slow, or too rigid to support fast-moving deals — and that leads to inconsistency, errors, and longer approval cycles.
How To Fix it: Streamline the user experience and align product configurations with how your reps actually sell.
#2. Approvals Are a Bottleneck
A CPQ should automate and route approvals intelligently. If deals are sitting in someone’s inbox or bouncing between sales, finance, and legal for days, you’re bleeding velocity.
How To Fix it: Implement smart, rule-based approval workflows that cut cycles without compromising controls.
#3. Your Quotes Don’t Reflect Real Buyer Needs
Buyers expect personalization — not a one-size-fits-all bundle. If your CPQ can’t handle custom configurations, optional add-ons, or usage-based pricing models, your reps are limited and your prospects may walk.
How To Fix it: Expand your CPQ logic to support flexible pricing and packaging without breaking guardrails.
#4. Ops and Legal Are Constantly Untangling Errors
If quote errors or mismatched terms keep surfacing downstream, your CPQ isn’t doing its job. It should enforce compliance, reduce rework, and standardize quote-to-contract flows.
How To Fix it: Align your CPQ with legal-approved templates and terms to reduce friction at the finish line.
#5. You’re Flying Blind on Performance
If you can’t easily track quote turnaround times, discount trends, or win rates by product, your CPQ isn’t surfacing the insights you need to optimize.
How To Fix it: Leverage DealHub’s analytics to uncover bottlenecks and coach teams toward smarter, faster quoting.
Ready to Make CPQ Work for You?
At Configlio, we specialize in transforming DealHub from “just another tool” into a revenue engine. Whether you need a quick tune-up or a full overhaul, we’ll make sure your CPQ helps you win — not lose — more deals.