Nearly two thirds of UK manufacturers admit that their sales and order processes are inefficient, wasteful and non-productive, leading to significant error rates.
According to a survey undertaken by KRC Research and commissioned by salesforce and marketing automation vendor, Blue Martini Software, 77 per cent of those sales and marketing directors questioned had the right tools in place to automate the configuration of products and services and to generate proposals.
But only 53 per cent had used them to improve the accuracy, quality and consistency of their proposals and as a result, a huge 59 per cent had problems generating error-free customer quotes and proposals.
About 22 per cent experienced errors in orders as they went from sales to manufacturing, while another 22 per cent found that between 51 and 75 per cent of the content in proposals needed to be either modified or completely redrafted.
The survey covered global manufacturers such as EMI Records, Sharp Electronics (UK) Ltd and Kruger Tissue Group UK, which generate revenues of at least £48 million.