Automating Quote to Cash Processes

Nikita R.

Media-savvy content creator, with a curiosity for all Salesforce experiences.

Updated: Jun 25th, 2025

Interested in finding out how to easily automate your Quote to Cash process? Join us below as we cover a few topics regarding this exciting field.

What is Quote to Cash?

Essentially, It’s a business process undertaken by sales teams. Tasks like generating customer quotes and receiving payments for goods and services rendered will fall under a Quote to Cash (QTC) process. Many organizations also add managing business revenue to the QTC process, so it’s essential that we take a look at a few components that make up the Quote to Cash process.

The Quote to Cash Process

Software solutions are popular tools that assist in modern Quote to Cash processes. Salesforce is an excellent customer relationship management (CRM) platform to streamline tasks and workflows in the QTC process. By using Salesforce and a solid QTC system, businesses can boost sales and reduce document errors by providing customers with accurate quotes and fulfilling orders on time.

“What is a quote to cash process?“ Alright, let’s break this Quote to Cash process down for you!

1. Creating Quotes for Customers

This is the first step in the QTC process and kicks off when a sales representative drafts a quote for a customer. Quotes will usually include the following information:

Products and services sold by the business.

Prices of products and services.

Any discounts and promotions on products and services.

Terms and conditions of the business.

2. Configuring Quotes for Customers

This step is not mandatory, but some businesses have complicated product and service offerings. In this case, they need to configure the quote before sending it to a customer. If your business needs to perform this step, then you already know that configuration is crucial and has to be accurate. Configuring quotes entails tasks to customize business offerings to meet specific customer needs.

3. Add Pricing Details to Quotes

Next up is the pricing stage. At this point, your sales representative determines the prices for products and services. It should be an easy process, but occasionally, sales representatives have to set special negotiation prices or apply discounts.

4. Quote Approval

If your business policy is to get an employee to approve a quote before it is sent to a customer, then this is where that stage slots in the QTC process. The quote approval phase is a necessary step to double-check the pricing and terms stipulated in the quote match company policies and sales targets.

5. Managing the Order

When the company-approved quote has been accepted by the customer, the document converts to an order. At this stage, the order needs to be created, managed, and tracked to ensure that the products and services are delivered to the customer.

6. Billing of Products or Services

Once the order has been received by the customer, the next phase of the QTC process begins. In this stage, an invoice is created and sent to the customer for payment. The invoice will outline the terms and conditions captured in the quote. Businesses also have to provide payment options for customers, such as online payment transfers or card machines on their premises.

7. Customer Payments

The final step in the QTC process is when a customer pays for the products or services they received from your business. Customers could make a payment in various ways, such as:

Credit Card Payments

Checks

Electronic Transfers

Cash

And that’s your Quote to Cash process!

Reporting on Quote to Cash Management

Before we leave the Quote to Cash process, remember that it is essential to always analyze all the data you collect throughout the entire QTC management process. The insights will reveal how to improve sales strategies, clear bottlenecks in your QTC process, and speed up your sales tasks.

Salesforce Quote-to-Cash Solutions

By inspecting each stage in the QTC process, it’s clear that there are a lot of manual tasks that need to be performed if you do not have intelligent software to help. Manual tasks are not a great option in the current era as they slow down business processes from end to end.

Salesforce offers Quote-to-Cash as a solution to automate sales processes. Some of the tasks that Salesforce Quote-to-Cash can streamline include generating quotes and assisting with receiving customer payments.

Features Provided by Quote-to-Cash from Salesforce

Salesforce Quote-to-Cash is a complete solution to enhance sales cycles for businesses. It can help with many stages of the sales process. Let’s take a look at some of the features that are commonly used to configure products, services, and pricing, to name a few.

Salesforce advises using their CPQ (Configure, Price, Quote) tool to set up products, services, and pricing rules on generated quotes. This feature gives sales representatives the confidence to create accurate quotes to close deals with customers faster.

Businesses can use the Contract Management module from Salesforce to create and work with contracts in Salesforce. Sales representatives can use this feature to quickly find agreements that are related to specific customer accounts or opportunities.

To support the billing stage of a QTC process, the CRM giant suggests Salesforce Billing. It can help your business automate billing processes. A quick upgrade would be to generate invoices already based on specific contract terms and agreements. Overall, Salesforce billing can simplify identifying and collecting your revenue.

Quote to Cash Automation

By using Salesforce’s various product offerings, we are aware that many tasks throughout the sales process can be automated from end to end. We discussed all the tasks earlier in the QTC process, but you can see that Salesforce automation for creating quotes, managing orders, invoicing customers, and collecting payments are hugely beneficial.

The instant business results from automating the QTC process are improved efficiency for sales teams, higher-quality documents that have zero errors, and an elevated experience for your customers.

Automated Quote to Cash Solutions

By using Salesforce to automate your Quote to Cash solutions, we recognized that the CRM giant has many features and tools to assist but they are spread out across many product offerings like CPQ, Contract Management, or Billing tools.

If you would like to know what your other Quote to Cash options are that integrate into Salesforce, take a look below. There are many third-party applications that can integrate with Salesforce, but not all of them are the same or offer the best experiences. We have provided the top two on the market to help you steer clear of unreliable applications.

Conga CPQ

Previously known as Apttus, this QTC solution integrates well with Salesforce and provides features that assist in configuring complex products and prices on your quotes. The application can also be used to manage contracts and aid revenue tasks.

Pros

Conga CPQ can improve your team’s efficiency by automating previously manual tasks in the quoting and pricing stages of the QTC process.

Quotes are accurate and error-free since they are automated with pricing rules and specific configurations.

You can create branded templates that can be used to generate quotes and proposals.

Cons

The platform is complex, and training is required to modify or customize the system.

Customer service is poor according to online users.

Start-ups and small businesses find Conga CPQ can be expensive. Customers have to pay for software licenses, customization, and training, which excludes any maintenance fees.

Titan

Titan is a no-code digital platform for extending experiences with Salesforce and is our preferred option. It is used by many organizations to create custom documents and forms for all your QTC requirements. Titan’s full suite of enterprise applications are designed to integrate seamlessly with Salesforce data across your entire organization to optimize business processes.

Pros

Build custom contracts, proposals, quotes, and invoices directly from Salesforce in minutes without a single line of code.

Map barcodes and QR codes from your docs to Salesforce for paperless payments, invoices, order processing, and transactions.

With Titan, you can store documents in various locations, since we integrate with Salesforce, Google Drive, Box, Dropbox, OneDrive, and many more third-party apps.

And much more!

Cons

Implementation time can vary depending on your unique Salesforce and QTC process.

We hope to see you soon! 

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Disclaimer: The comparisons listed in this article are based on information provided by the companies online and online reviews from users. If you found a mistake, please contact us.