The sales cycle in manufacturing is distinct from other industries due to its complex, multi-stage process that requires extensive coordination between sales, production, and supply chain teams. According to Focus Digital, the average sales cycle for the manufacturing industry is approximately 130 days, from initial contact to closing, highlighting the complexity and extended timelines often involved in this sector. Here, we break down the essential stages in the manufacturing sales cycle, highlighting the factors that make this process unique.
Manufacturing businesses often rely on both inbound and outbound strategies to generate leads. These may include trade shows, industry partnerships, digital marketing, and direct outreach. However, not every lead fits the requirements of a manufacturing business, making qualification essential.
Qualifying leads must be analysed based on their specific needs, budget, and purchasing timelines. This stage is critical to ensure that the company allocates resources effectively and focuses on high-potential opportunities.
Once a lead is qualified, the sales team must conduct a needs assessment report to understand the customer’s requirements in detail. Manufacturing customers often have specialised needs, requiring custom product configurations, specific materials, or unique design specifications.
This stage requires close collaboration between the sales team and technical or production team to ensure that the product can meet the client’s requirements without excessive production costs or delays. Clear communication with the customer is key to aligning expectations and laying the groundwork for a successful partnership.
Preparing accurate and competitive quotes is one of the most complex and time-consuming stages in the manufacturing sales cycle. Unlike standardised products, customised manufacturing solutions require tailored quotations that consider:
Effective quotation processes are essential to avoid bottlenecks. Many manufacturers leverage CRM tools to streamline this stage, automating calculations and enabling rapid adjustments to meet the client’s needs and timelines. TEB CRM systems enable you to automate the quote generation system completely, with all materials and costs logged into the system from the start. Utilising this feature significantly reduces the time and costs of the quotation process.
In the manufacturing industry, negotiations frequently involve discussions over price, delivery schedules, and product specifications. Given the significant investment often involved, clients may request special terms or require assurances on quality and delivery timelines.
It’s crucial for the sales team to work closely with finance and production departments to set realistic terms that both satisfy the customer and align with the company’s operational capacities. This stage is also an opportunity to reinforce the company’s value proposition while also highlighting the competitive advantages of the proposed solution.
Once terms have been agreed, the client moves into the processing phase. This is where all details of the order are processed. Your sales and production teams must collaborate closely again to ensure that all order details like specifications, quantities and deadlines are accurate and processed efficiently.
A streamlined process will help prevent costly miscommunications and/or delays. Again, an advanced CRM system will be effective here as it helps keep all departments aligned by providing real-time updates and logging all details across the system for all departments to access. A CRM system will also ensure that production is scheduled accurately to meet the client’s needs.
The final stage of the manufacturing sales cycle involves fulfilling the order and providing any necessary post-sale support. This may include coordinating logistics, installation, or after-sales service for any questions the client may have. This ensures customer satisfaction stays high, laying the foundation for long-term relationships.
Post-sales support is particularly important in manufacturing as many customers have ongoing needs, whether for maintenance, additional orders for ongoing projects, or future customisation. Ensuring smooth delivery and attentive after-sales care can help to boost customer retention and lead to repeat purchases.
Navigating the complexities of the manufacturing sales cycle requires precision, efficiency, and effective collaboration. TEB CRM is designed to streamline every stage of this process, ensuring your team delivers exceptional results with fewer bottlenecks. With TEB, you’ll benefit from:
Ready to optimise your manufacturing sales cycle? Book a Demo Today and claim your free trial to see how TEB can transform your processes from lead generation to delivery and beyond.
