Description

Salesforce CPQ: A Complete Guide

You're under pressure. Quoting is slow, error-prone, and eating up your sales cycle. Deals slip through cracks, pricing inconsistencies erode margins, and your team spends more time configuring products than closing. You need clarity, control, and confidence-fast.

The gap between where you are and where you need to be isn’t just technical-it’s strategic. You need a structured path that turns Salesforce CPQ from a confusing maze into a competitive engine. That’s exactly what Salesforce CPQ: A Complete Guide delivers.

This isn’t theoretical fluff. It’s a battle-tested, step-by-step system designed to take you from overwhelmed and uncertain to fully confident in designing, implementing, and optimising CPQ solutions that accelerate revenue and impress stakeholders.

One recent learner, Priya M., Senior CPQ Analyst at a global tech firm, used this course to redesign her company’s entire bundle configuration logic. Within six weeks, she cut quote creation time by 68% and reduced pricing errors to zero-earning a formal commendation from her CRO.

Imagine walking into your next project with total command of price rules, product bundles, approval workflows, and integration patterns. No guesswork. No delays. Just precise, predictable execution.

You’re not just learning CPQ-you’re mastering the backbone of modern sales operations. And with the high demand for CPQ expertise, this skill is your fastest route to higher visibility, influence, and compensation.

Here’s how this course is structured to help you get there.

Course Format & Delivery Details

Salesforce CPQ: A Complete Guide is a self-paced, on-demand learning experience with immediate online access. No fixed schedules, no missed deadlines-just total flexibility to learn at your pace, on your terms.

Instant, Lifetime Access

Enroll once, own forever. You receive lifetime access to all course materials, including every update as Salesforce CPQ evolves. Stay current without paying a dime more.

Designed for Real-World Results

Most learners complete the core curriculum in 4–6 weeks while working full-time. But you can dive deep in a single weekend or stretch it across months. Real progress starts in the first 48 hours.

Mobile-Friendly, 24/7 Global Access

Access all materials from any device, anywhere in the world. Whether you’re on a train, in a client meeting, or at home, your progress syncs seamlessly across platforms.

Hands-On, Practical Learning

Every concept is reinforced with guided exercises, real business scenarios, and configuration walkthroughs. You don’t just read-you implement, refine, and validate your understanding immediately.

Instructor Support You Can Rely On

You’re not alone. Get direct, expert-led guidance through structured support channels. Submit questions, get detailed responses, and clarify complex topics with confidence.

Certificate of Completion from The Art of Service

Upon finishing, you earn a globally recognised Certificate of Completion issued by The Art of Service. This credential validates your expertise and strengthens your profile on LinkedIn, resumes, and internal promotions.

No Hidden Fees. Ever.

The price you see is the price you pay. One straightforward fee, with no subscriptions, upsells, or surprise charges. What you invest today is all you’ll ever pay.

Accepted Payment Methods

We accept Visa, Mastercard, and PayPal for secure, fast enrollment.

Enrollment & Access Process

After enrolling, you’ll receive a confirmation email. Your course access details will be sent separately once your learner account is fully provisioned. This ensures a smooth, error-free onboarding process.

Full Money-Back Guarantee

If this course doesn’t meet your expectations, you’re covered by our 30-day, no-questions-asked refund policy. Your investment is 100% protected-zero risk, maximum upside.

This Works Even If...

...you’ve never touched CPQ before, your admin experience is limited, or you’re transitioning from a non-technical role. This course is built for clarity, starting from first principles and scaling to enterprise-grade complexity.

You’ll see how professionals with backgrounds in sales operations, finance, and even customer support have used this guide to land CPQ consultant roles, lead implementation projects, and double their earning potential.

This isn’t just learning. It’s transformation-de-risked, supported, and engineered for career ROI.

Module 1: Foundations of Salesforce CPQ

Understanding the role of CPQ in modern sales organisations
Differentiating CPQ from CRM, ERP, and billing systems
Overview of Salesforce CPQ architecture and core components
Key business drivers for CPQ adoption: speed, accuracy, compliance
Identifying pain points in manual quoting processes
Common failure modes in CPQ implementations
Mapping buyer personas to CPQ configuration roles
Defining success metrics for CPQ projects
Introduction to Salesforce CPQ terminology: bundles, quotes, amendments
Setting up a sandbox environment for hands-on practice

Module 2: Core Configuration & Product Setup

Creating and managing product records in Salesforce CPQ
Organising products using product families and categories
Defining product codes, SKUs, and naming conventions
Configuring unit of measure and inventory tracking flags
Setting up product searchability and filtering rules
Managing product activation and deactivation
Importing products using data loader and CSV templates
Versioning products and handling product lifecycle changes
Configuring product attributes and feature flags
Linking products to documentation and specifications

Module 3: Product Bundles & Configuration Rules

Understanding guided selling and configurable bundles
Creating bundle products with dynamic options
Setting up product options and feature relationships
Defining selection controls: checkboxes, picklists, radio buttons
Configuring option constraints: min, max, default selections
Building dependency rules between product options
Using filter rules to hide irrelevant choices
Implementing preset configurations for common use cases
Managing bundle pricing at the option level
Testing configuration logic with real-world scenarios

Module 4: Pricing Fundamentals

Overview of pricing models in Salesforce CPQ
Understanding list price, customer price, and effective price
Setting up pricing methods: list, cost, percent of total
Creating and assigning price books to customers
Managing customer-specific pricing agreements
Importing and synchronising price books from external systems
Handling currency and multi-currency environments
Configuring time-based pricing and effective dates
Using tiered pricing based on quantity or volume
Setting up discount schedules and rebate structures

Module 5: Advanced Pricing & Discount Management

Creating discounting hierarchies by role and approval level
Setting up manager override rules for discounts
Configuring discount constraints by product or customer
Using price rules to automate discount calculations
Implementing minimum and maximum margin enforcement
Setting up automatic discount tiers based on deal size
Managing promotional pricing periods
Tracking discount approval history
Generating discount reports for compliance
Using pricing variables for dynamic calculations

Module 6: Quote Lifecycle & Management

Creating quotes from opportunities in Salesforce
Understanding quote statuses and state transitions
Configuring default quote terms and templates
Adding products, bundles, and non-catalog items to quotes
Managing quote line items and amendments
Setting up quote expiration and renewal rules
Generating quote documents with branded templates
Configuring email delivery of quote proposals
Tracking quote version history and changes
Integrating quotes with approval workflows

Module 7: Quote Templates & Document Generation

Designing professional quote templates using HTML and CSS
Customising header, footer, and section layouts
Adding branding elements: logos, colours, fonts
Using merge fields to dynamically pull data
Formatting pricing tables and line item displays
Generating multi-language quote documents
Creating appendix sections for terms and conditions
Configuring template versions and rollouts
Previewing and testing templates before use
Implementing conditional content blocks

Module 8: Approval Workflows & Governance

Designing quote approval processes by discount level
Configuring multi-step approval chains
Setting up automated routing based on criteria
Integrating approvals with email and Chatter
Defining rejection handling and resubmission rules
Tracking approval timelines and bottlenecks
Creating escalation rules for stalled approvals
Using approval matrices for complex hierarchy
Generating audit trails for compliance
Reporting on approval cycle times

Module 9: Automation with Price Rules

Understanding when to use price rules vs. workflows
Creating rule conditions based on quote data
Defining actions: set field values, apply discounts
Sequencing price rules for logical execution
Using lookup queries to pull data from related records
Configuring summary variables for totals
Testing rule logic with sample quotes
Debugging failed rules using logs
Optimising rule performance and order
Documenting rule purpose and dependencies

Module 10: Subscription Management & Amendments

Setting up recurring revenue products
Configuring subscription terms and proration
Handling mid-term changes to active subscriptions
Creating amendment quotes for add-ons or downgrades
Managing renewals with automated quote generation
Setting up renewal forecasting and alerts
Calculating true-up charges and credits
Linking subscriptions to revenue recognition schedules
Using co-termination rules across products
Reporting on churn and renewal rates

Module 11: Contracting & Renewals

Linking quotes to contracts in Salesforce
Configuring contract start and end dates
Setting up auto-renewal flags and notice periods
Generating renewal quotes automatically
Managing contract amendments and addenda
Tracking contract compliance and obligations
Integrating with e-signature tools
Setting up alerts for upcoming expirations
Generating contract reports for legal teams
Archiving expired contracts securely

Module 13: Integration with Salesforce CRM

Synchronising opportunities with quotes
Mapping CPQ fields to Salesforce standard objects
Configuring automatic opportunity updates
Using flows to trigger CPQ actions from CRM
Setting up Chatter integration for collaboration
Building reports that combine CPQ and CRM data
Using process builder to automate quote creation
Managing user permissions across systems
Creating dashboards for sales leadership
Tracking win rates by CPQ usage

Module 14: CPQ and Billing Integration

Understanding the Salesforce Billing data model
Mapping quote line items to invoice schedules
Configuring one-time and recurring billing
Setting up invoicing frequency and timing
Handling usage-based billing with custom objects
Managing payment terms and dunning
Integrating with payment gateways
Generating invoices from approved quotes
Tracking unbilled and overdue items
Reporting on billing accuracy and delays

Module 15: Advanced CPQ Architecture

Designing scalable product catalog structures
Using product rules to enforce configuration logic
Configuring validation and error messaging
Implementing advanced bundle behaviours
Using custom scripts for complex logic
Managing technical debt in CPQ configuration
Documenting system architecture and decisions
Performing impact analysis for changes
Setting up environment promotion strategies
Running pre-deployment checklists

Module 16: Testing & Quality Assurance

Creating test plans for CPQ changes
Designing test scenarios for pricing and bundles
Using sandbox environments for validation
Documenting expected vs actual results
Running regression testing after updates
Identifying edge cases in configuration
Validating approval workflows end-to-end
Testing quote document generation
Checking integration points with billing
Obtaining stakeholder sign-off

Module 17: User Adoption & Training

Designing CPQ training for sales reps
Creating user guides and quick reference sheets
Developing role-based onboarding paths
Setting up in-app guidance and tooltips
Running pilot programs with champion users
Collecting feedback and iterating
Measuring adoption through usage metrics
Addressing common user pain points
Running refresher training sessions
Building a CPQ knowledge base

Module 18: Reporting & Analytics

Creating standard CPQ reports for quotes
Building dashboards for sales operations
Tracking quote to close ratios
Analysing time spent in approval workflows
Monitoring pricing discount trends
Reporting on product configuration frequency
Generating renewal forecast reports
Creating margin analysis by deal size
Using Einstein Analytics with CPQ data
Sharing reports with finance and leadership

Module 19: Change Management & Governance

Establishing a CPQ center of excellence
Defining roles: admin, architect, approver
Creating change request processes
Setting up configuration review boards
Documenting all changes and decisions
Managing version control for templates
Enforcing naming and structure standards
Conducting quarterly CPQ audits
Reviewing system performance and scalability
Planning for future enhancements

Module 20: Implementation Project Framework

Defining project scope and success criteria
Mapping current state quoting processes
Identifying key stakeholders and users
Conducting discovery workshops
Documenting business requirements
Building a phased rollout plan
Setting up sandbox environments
Configuring core functionality first
Running user acceptance testing
Preparing for go-live and hypercare

Module 21: Certification Preparation & Next Steps

Reviewing key concepts for CPQ certification exams
Identifying gaps in knowledge and experience
Creating a personal study roadmap
Practicing with scenario-based challenges
Building a portfolio of CPQ projects
Connecting with CPQ communities and forums
Updating your LinkedIn profile with new skills
Positioning CPQ expertise in job interviews
Exploring advanced roles: CPQ architect, consultant
Earning your Certificate of Completion issued by The Art of Service

Salesforce CPQ A Complete Guide