Sales Process Efficiency – Faster, more stable and more transparent from enquiry to delivery
The challenge: efficient sales fail due to inefficient processes
Many sales organisations struggle not with a lack of demand, but with inefficient, manual and fragmented order processes.
A lack of transparency regarding availability, non-harmonised pricing and contract logic, media breaks between CRM, ERP and logistics, and unclear governance lead to delays and errors – long before a product even leaves production.
The result: unnecessary process costs, incorrect delivery promises, queries in day-to-day business, delayed invoicing and a customer experience that falls short of your own standards.
The consequence: Small process gaps, big impact on day-to-day business
- Without clear order-to-cash processes, the workload in sales, operations and customer service increases.
- A lack of integration between quotations, orders, availability checks and delivery leads to bottlenecks and additional work.
- Inaccurate or delayed delivery commitments have a direct impact on OTIF and customer satisfaction.
- Global sales organisations lose controllability and standardisation – and thus scalability.
In short: Sales can only work as well as the processes that support it.
The solution: Sales Process Efficiency with cbs
- Faster and more reliable order processing through harmonised processes and clear responsibilities
- Transparent and reliable delivery commitments thanks to integrated ATP/aATP logic
- Efficient sales-to-delivery processes with seamless connection to planning, logistics and service
- Global standardisation through uniform sales governance and process models
- Digital automation in quotations, order entry, pricing logic, shipping and billing
Successful with global market leaders
Whether it’s global harmonisation of sales processes, introduction of aATP or digitisation of end-to-end order processing:
Leading companies worldwide rely on cbs to professionalise their sales and fulfilment.
Examples of implemented projects:
- Harmonisation of Europe-wide sales and delivery processes on S/4HANA – including prioritisation, scheduling, drop shipment and intercompany processes
- Integration of CPQ & product catalogues for faster quotation and contract processes
- Advanced ATP implementation for realistic and stable delivery commitments in complex networks
- Sustainable return management to reduce waste and increase customer satisfaction
Digital Manufacturing Framework
Das Manufacturing Framework dient als strukturierender Leitstern für die Transformation zur intelligenten Produktion. Es wurde entwickelt, um produzierenden Unternehmen dabei zu helfen, ein unternehmensspezifisches Zielbild zu entwickeln und fokussiert umzusetzen.
In Co-Creation-Workshops erarbeiten wir gemeinsam mit unseren Kunden daraus ein klares, umsetzbares Zielbild für die intelligente Fabrik – und machen Digitalisierung planbar und wirksam.
Was das Framework leistet:
- Es übersetzt strategische Ziele der Produktion in messbare KPIs.
- In 12 Handlungsfeldern werden konkrete Optimierungspotenziale adressiert – vom Planning & Scheduling über Materialfluss und Shopfloor Management bis hin zu IT/OT-Integration, Asset Management und ERP-Anbindung.
- Jedes Handlungsfeld ist mit relevanten Personas, typischen Use Cases und messbaren Erfolgsgrößen unterlegt.
- Es schafft Orientierung bei gewachsenen Strukturen, hilft Silos aufzubrechen und fördert eine integrierte, datenbasierte Produktionssteuerung.
cbs Manufacturing Plateau Model
Das Plateau-Modell beschreibt die Entwicklung Ihrer Manufacturing-Organisation in vier Stufen. Mit jedem Plateau gelangen Sie auf ein nachhaltiges Level, mit dem Sie Ihren Wertbeitrag und die Reife in Ihrer Organisation steigern.
Der Einsatz von KI spielt hierbei eine wichtige Rolle und wird Sie in Ihrem Vorhaben verstärken. Dabei ist es unerheblich, welche Art oder welcher Umfang von KI verwendet wird. Es ist entscheidend, dass Ihr Manufacturing gezielt durch die erforderlichen Fähigkeiten unterstützt und weiterentwickelt wird, um die Unternehmensziele zu erreichen und die relevanten Produktionskennzahlen zu erfüllen.
Results we achieve
Up to 22% improvement in OTIF (On-Time-In-Full)
Up to +35 % Working Capital Improvement
Up to 20% higher forecast accuracy
Integrated sales and planning processes improve demand and delivery forecasts – with a direct impact on production and logistics.
Today, successful sales organisations are distinguished not by better sales techniques, but by better processes. When sales, availability and delivery are seamlessly integrated, efficiency is created – and that is precisely what makes reliable customer commitments possible.
How we support you in concrete terms
Sales Effectiveness & Process Harmonization
Higher EBIT through intelligent direct delivery
Order & Contract Management
Product Catalog & CPQ Integration
Return Logistics Optimization
Sales & Service Unification
Why cbs?
End-to-End Expertise for SAP S/4HANA, Plan, Make, Move, Sell & Service
Branchen-Know-how in Diskreter- & Prozessindustrie
With cbs, you have a partner at your side who combines strategic thinking with operational excellence. We provide you with comprehensive support – from the initial definition of your goals to their sustainable integration into your systems and processes.
Pioneer in the integration of AI into regulated supply chain processes
Thanks to our end-to-end expertise along the entire value chain – from design to operate – we put your data in the right context, create process clarity and enable informed decisions at all levels. We combine in-depth process understanding with state-of-the-art technology – for real impact instead of mere concepts.
