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Key Takeaways

Smart Tech, Big Wins: Modern ERPs are boosting sales team performances, highlighting opportunities and boosting success rates.

Hitting Targets Like Pros: Top sales teams use the advanced tech to understand their customers, predict their needs, and smash their targets.

From Back Office to Frontline: Once secluded in administration, ERPs now drive frontline sales operations. Modern sales teams aren't only able to use ERP; they SHOULD be using the software.

Ever wonder how top sales teams consistently hit their targets? It's not just talent — it's smart technology. Once confined to back-office tasks and accounting systems, modern ERPs now power sales teams to new heights. 

From lead generation to customer retention, ERP software amplifies your team's efforts, providing real-time insights and streamlining business processes. 

In this guide, I’ll explain how ERP transforms your sales operations, offering tangible benefits and expert advice. 

How Does an ERP Help Sales?

An ERP (enterprise resource planning) system is a powerhouse for your sales team. The ERP sales process helps breaks silos and brings together a bunch of your team’s departments and functions — like sales, marketing, customer service, inventory management, supply chain, and more. It’s all about making sure everyone works together smoothly and efficiently.

Here’s how ERP software solutions set the stage for sales success:

  • Centralized data management: All customer and transaction data are stored in one place, making it easily accessible to everyone from salespeople to top management.
  • Process automation: Routine tasks like order processing and invoicing are automated, reducing the chances of human error and freeing up your team to focus on selling.
  • Real-time insights: Sales teams get instant access to data like inventory levels and customer credit limits, enabling quick, informed decisions.

The best part? Customer intel at your fingertips. You'll know your prospects inside and out.

But that's just scratching the surface. ERP boosts every stage of your sales process:

  • Lead gen? It's tracking and scoring.
  • Quotes? It's crunching numbers.
  • Orders? It's processing like a pro.
  • Oh, and ERP handles shipping and after-sales support, too. 

Bottom line: it turns your sales team into a well-oiled machine. It handles the grunt work, so your reps can focus on what they do best — closing deals.

Sales teams cannot be expected to work effectively without an ERP system. So much focus is put on CRM systems for sales, but without a tightly-integrated ERP, how, as sales teams, do you get a full 360 degree picture of your customers with finance and purchase history details?

 

How do you accurately forecast, ensure consistency of data, quote accurately with correct and current pricing and product data?

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Jon SimmondsOpens new window

ERP Expert & Organizational Architect

The Best ERP Software to Use

Our team studies, tests, and ranks ERP software like it’s our day job — because, well, it is. These are the best ERP solutions currently on the market.

With that out of the way, let's talk about the specific ways ERP systems help you and your sales team.

1. Lead Generation and Management

Gone are the days of scribbled notes and lost business cards. ERP takes your lead game to a whole new level. Here's how:

  • Smart capture: Your ERP snags lead from everywhere — website forms, trade shows, cold calls. It's like having a digital PA who never sleeps.
  • Auto-qualification: Not all leads are created equal. Your ERP scores lead based on your criteria, such as budget, need, and timeline. Hot prospects? They jump to the front of the line.
  • Perfect timing: The system tracks engagement. It knows when a lead is browsing your site or opening emails. Your team can swoop in at just the right moment.
  • Never drop the ball: Automatic reminders ensure no lead goes cold. Your ERP nudges reps to follow up, keeping opportunities hot.
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2. Opportunity Management

Turning leads into deals? That's where ERP really shines. It's like having a GPS for your sales pipeline. Here's how:

  • Visual pipeline: See your entire sales funnel at a glance. ERPs provide a detailed view of where an opportunity stands, what actions are needed, and who is responsible.
  • Smart prioritization: Your ERP highlights high-value opportunities. Focus on the big fish, not the minnows.
  • Customized sales stages: Map out your unique sales process. Track progress from first contact to signed contract.
  • Complete customer profiles: Customer past interactions, purchase history, and personalized needs are at your fingertips for highly targeted sales pitches and marketing campaigns.
  • Collaborative selling: Share notes, documents, and updates in real-time. Everyone's in the loop, always.

3. Automated Quote and Proposal Generation

Bid farewell to spreadsheet nightmares and pricing errors. With instant pricing access, your team can pull real-time data on prices, discounts, and inventory levels, eliminating the need for constant back-and-forth with other departments. Plus, dynamic templates take the hassle out of creating professional-looking quotes.

Smart algorithms can suggest upsells and cross-sells, recommending complementary products or services based on the customer's profile and purchase history. Plus, version control lets you track quote revisions and approvals effortlessly. 

The cherry on top? Integration with your CRM system allows pulling customer data into quotes and creating highly personalized proposals that win the deals.

Efficiency isn't everything

Efficiency isn't everything

While ERP streamlines quoting, don’t let it replace the human touch. Use the time saved to add personalized notes or value propositions to your quotes. Clients still appreciate that personal connection.

4. Efficient Order Processing

Quick and headache-free order processing is the key to keeping customers satisfied. Here’s how an ERP system makes this possible:

  • One-click conversion: Turn approved quotes into orders instantly. No re-entry, no errors.
  • Automated checks: Credit limits, inventory levels, and customer status — all verified automatically.
  • Real-time inventory management: See exactly what's in stock, what's allocated, and what's on the way.
  • Custom workflows: Set up approval processes that match your business rules. No more bottlenecks.
  • Cross-department visibility: Everyone sees the same data. Sales, finance, fulfillment - all in sync.
Targeted ERP data

Targeted ERP data

Use your ERP’s order data to spot upsell opportunities. If a customer frequently orders product A, but never product B (which often goes with A), there’s your opening for a targeted sales conversation.

5. Optimized Fulfillment and Shipping

This is where ERP proves it's not just a sales tool — it's a customer satisfaction machine. Real-time tracking lets both sales teams and customers see the exact status of an order instantly, eliminating the typical "let me check on that" scenario. 

Smart allocation features automatically choose the best warehouse for inventory, slashing shipping times and costs. Plus, integrated carrier options ensure each order ships via the most cost-effective route. 

The best part? Proactive alerts head off potential delays, and automation makes your paperwork hassle-free by generating packing slips, shipping labels, and customs documents.

6. Streamlined Invoicing and Payment Processes

A healthy cash flow and customer trust are not possible without effective invoicing and payment processing. Here’s how ERP helps you put your money where your mouth is:

  • Instant invoice generation: The moment an order is fulfilled, your ERP can trigger an invoice. No delays, no manual input. It pulls in all the right details - order numbers, line items, discounts, taxes.
  • Flexible payment options: Your ERP can handle it all — credit cards, ACH transfers, even cryptocurrency if that's your thing. It integrates with popular payment gateways, giving your customers the flexibility they want.
  • Automated follow-ups: Late payments? Your ERP's got your back. It can send polite reminders automatically, based on rules you set. It could be a gentle nudge at 30 days, or a firmer reminder at 60. You decide the tone and timing; your ERP handles the rest.
  • Real-time cash flow visibility: Your ERP gives you a live view of outstanding invoices, received payments, and projected income, helping you make smarter decisions about spending and investments.
  • Seamless accounting integration: Say goodbye to the monthly reconciliation nightmare. Your ERP talks directly to your accounting system, ensuring your books are always up-to-date.
Reinvest your saved time into security

Reinvest your saved time into security

While ERP systems greatly improve invoicing and payment efficiency, ensuring your system complies with the latest security standards to protect sensitive customer information is crucial.

7. Advanced Analytics and Reporting

With ERP analytics, you're not just reporting on sales - you're enabling data-driven decision-making that keeps you ahead of the curve.

ERP equips your team with customizable dashboards that provide real-time insights into sales metrics, sales performance indicators, and more. Plus, it helps you visualize your entire sales funnel, from lead to close. Where are deals getting stuck? Where are they flying through? It helps you pinpoint the bottlenecks and explore opportunities.

Moreover, your ERP lets you build reports that matter to you. Want to see how discounts impact close rates? Track the lifecycle of leads from specific sources. Build it once, and your ERP will crunch those numbers automatically, whenever you need them.

And the best part? Your ERP doesn't just show you what happened — it helps forecast what's coming. Using historical data and AI, it can predict everything from next quarter's sales to which leads will likely close. 

Listen to your people

Listen to your people

Data is powerful, but context is king. Always pair your ERP insights with on-the-ground feedback from your team. The numbers tell a story, but your reps bring it to life.

8. Enhanced Customer Relationship Management (CRM)

This is where your ERP becomes your sales team's best friend — a customer relationship tool alongside a data warehouse. Here's how it transforms your customer interactions:

  • 360-degree customer view: Purchase history, support tickets, email exchanges—all in one place. Before every call, you can quickly understand a customer's journey, preferences, and pain points.
  • Interaction tracking: Every email, call, or meeting gets logged automatically. No more relying on memory or scattered notes. The system captures it all, helping you understand patterns and preferences over time.
  • Personalization at scale: Your ERP can suggest products based on purchase history and remind you of past conversations, allowing you to add personal touches that make customers feel valued.
  • Proactive engagement: Set up triggers for meaningful outreach. Maybe it's a check-in call after a big purchase or a heads-up when your customer’s favorite product is back in stock. Your ERP helps you stay one step ahead, reaching out at just the right moment.

We developed an algorithm that analyzes historical sales data, market trends, and social media sentiment to predict which products specific customers are likely to need in the coming quarter. This information feeds seamlessly into our SAP system, enabling our sales team to proactively reach out to clients with personalized offerings before they even realize they need them.

 

The results were remarkable. Our sales cycle shortened by 40%, and our close rate improved by 35%. Customer satisfaction scores soared as clients appreciated our ability to anticipate their needs.

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Stay ahead with data

Stay ahead with data

Don’t just use your CRM data reactively. Set up regular “customer health checks” where you proactively review accounts, looking for upsell opportunities or potential churn risks.

9. Comprehensive Post-Sales Support

You’d know this better than most: Your work doesn’t stop when the deal is signed. Post-sales support is vital to nurturing long customer relationships. Here’s how ERP helps you:

  • Automates the creation and management of support tickets to ensure quick responses and systematic tracking of customer issues.
  • Manages warranties and handles returns efficiently, improving customer trust and reducing administrative overhead.
  • Schedules and manages post-sales services such as installations or maintenance visits, allowing for better resource planning and customer communication.
  • Automatically solicits and compiles customer feedback post-purchase, which is crucial for understanding customer satisfaction levels and areas needing improvement.
  • Integrates knowledge base and suggests relevant articles, FAQs, or video tutorials based on the customer's issue.
"The customer is always right"

"The customer is always right"

Use your ERP’s post-sales data to inform product development. If you’re seeing a pattern of similar support requests, it might be time for a design tweak or a new feature.

10. Cross-Departmental Integration

This is where your ERP breaks down silos and turns your company into a well-oiled machine with 360-degree communication. It connects:

  • Sales with Marketing: See which campaigns drive real results
  • Sales with Finance: Real-time credit checks and payment tracking
  • Sales with Production: Align promises with actual capacity

No more scenarios where your business’s left-hand doesn't know what the right is doing. Plus:

  • Shared data, shared goals. Everyone works from the same playbook. Marketing sees which leads convert. Production knows what's in the pipeline. Finance gets real-time sales data. It's a beautiful thing, really.
  • Conflict resolution. Spotted a potential issue? Your ERP flags it before it becomes a problem. Is inventory running low? Sales and production get alerted simultaneously.

11. Integrated Pricing and Discount Management

Your ERP turns pricing strategy into a precision instrument. By centralizing pricing data, ERPs ensure that all pricing decisions are based on current information, avoiding inconsistencies and errors arising from decentralized data management.

Here's how it revolutionizes your approach:

  • Dynamic pricing engine: Adjusts prices in real-time based on inventory levels, competitor pricing, and demand fluctuations. Plus, it ensures you're always competitive, without sacrificing margins.
  • Customized discount structures: Create complex discount rules with ease. Whether it's volume-based discounts, customer-specific pricing, or time-limited promotions, your ERP applies these automatically. No more manual errors or inconsistencies across your sales team.
  • Approval workflows: Keep control without slowing down your sales team. Set up approval chains for discounts above certain thresholds or special pricing for strategic accounts. Your ERP ensures every deal aligns with your pricing strategy.
  • Bundle and upsell suggestions: Your ERP doesn't just price — it sells. It suggests complementary products, calculates optimal bundle pricing, and highlights upsell opportunities based on customer history.
  • Margin protection: It calculates real-time cost of goods sold (COGS), enforces minimum margin rules, and alerts sales reps to low-margin deals. Never sell at a loss again. 
Get experimental

Get experimental

Use your ERP’s pricing data to conduct A/B tests on different pricing strategies. Small tweaks can lead to significant revenue gains.

Step Up Your Sales Game with ERP

ERP is redefining sales success. It's not just about managing data — it's about empowering your team to sell smarter. From lead generation to customer retention, ERP optimizes every step of the sales process, driving growth and efficiency.

This is just the tip of the iceberg. As you delve deeper into ERP, you'll uncover countless ways to boost your sales efforts. To maximize these benefits and ensure a smooth ERP implementation, consider enlisting the expertise of an ERP architect or consultant. They can customize the system to your specific needs, setting you up for long-term success in your sales journey.

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Simon Litt

Simon Litt is the editor of The CFO Club, specializing in covering a range of financial topics. His career has seen him focus on both personal and corporate finance for digital publications, public companies, and digital media brands across the globe.