What is a common barrier to CPQ adoption in organizations?

Resistance to change from sales teams is indeed a common barrier to CPQ (Configure, Price, Quote) adoption in organizations. This resistance often stems from a variety of factors, including fear of the unknown, concerns about job security, or the disruption of established workflows. Sales teams may be accustomed to their current processes and hesitant to transition to a new system that they perceive as complex or time-consuming.

Overcoming this resistance typically involves change management best practices, such as effective communication about the benefits of CPQ, training sessions to enhance comfort with the new tools, and involving sales team members in the implementation process to foster a sense of ownership and confidence in using the new solution. Additionally, by demonstrating how CPQ can streamline their tasks, increase efficiency, and ultimately drive sales, organizations can help alleviate concerns and encourage a smoother transition.

This context highlights why addressing resistance to change is critical for successful CPQ implementation, as it can significantly impact user adoption and the overall success of the initiative.