MICROSOFT DYNAMICS 365 SALES

Store and update records of all contacts and customers in one CRM platform. Gain a 360-degree view or picture of each customer such as communications (emails, activities, meetings, text messages) with them, progress of individual deals, sales quotes, opportunities, cases. Gather and record information about the customer at each touchpoint.  Manage and remove duplicate contacts to remove inaccurate data using the Microsoft Dynamics de-duplication tool. 

Record and convert opportunities into a sale with Microsoft Dynamics 365 Sales Software. Business Process flow stages provide a visual indicator that tells people where they are in the sales process. Each stage in the sales business process (qualify, develop, propose, close) contains steps to identify and information to collect before the stage is complete and ensures sales team members follow a defined process with flexibility to handle deviations in process. Opportunity probability allows you to indicate a percentage likelihood that the opportunity will convert to a win. Use business rules to automatically update the probability field or allow manual updates by sales team members. Assign ownership of opportunity records to the appropriate user or team with ability to create reminders of tasks, appointments and activities. Manage the organization’s sales pipeline with the ability to rack it by individual sales rep, team, region, division. Microsoft Dynamics 365 Sales provides the ability to zoom from a pipeline view into an individual record and further allows you to track activities related to a particular sales deal. Close opportunities as won or lost and the reason behind the status to allow for sales analysis and optimization of the sales process.

Convert a won opportunity in D365 Sales to a sales quote, products added to the opportunity are automatically added to the quote. Create a quote manually with products, prices, and associated discounts. The product can be an existing product in the product catalog or an ad hoc product that you add as a write-in product. Customize Quote templates as needed to fit the organization’s look and feel. Revise quotes while in negotiations and convert it to a sales order once customer has accepted revisions. When you create an order from a quote, the quote is automatically closed as won. If the quote was not accepted, close it manually as Lost, Canceled, or Revised.

Sales Territories in Microsoft Dynamics CRM allow you to segment your sales team and manage leads, opportunities, sales goals by territories. Leads and Opportunities in D365 can be automatically routed to sales personnel based on territories and other rules. Configure sales territories based on factors like customer segment, geography, sales potential, history. A geographic example of a Sales Territory may be SE Asia, ANZ, North America, LATAM, Europe, Middle East, Africa etc. Microsoft Dynamics 365 Sales allows a hierarchical structure where a sales territory can belong to another larger territory thus allowing rollup of numbers. For example, the screen shot shows the Singapore Sales Territory rolling up into the Asia Pacific Sales Territory. Permission hierarchies give sales managers visibility across relevant territories. For example, the Sales Manager of Singapore will only be able to view Customers, leads and opportunities in Singapore, but the Sales Manager of Asia Pacific Sales Territory will be able to review records of all the records for Asia Pacific as well as child territories such as Singapore and other markets. 

Goal management in Microsoft Dynamics 365 for Sales lets you set sales, service, marketing, and other business goals for your organization and measure the results against the targets. Use goals to track your progress on achieving target revenue or other targets set by your organization. Goals can be multi-level and can roll up multiple levels from an individual goal to a parent. 

For example, a parent goal (Sales Manager Goal) might be to generate $2Mn in Sales for a quarter. Child goals assigned to territories, teams, or individuals would be for their portion of the parent goal. For example, a salespersons goal of $500K in sales can roll up into the sales manager goal of the $2Mn You can track child goals separately, with each child goal contributing to the parent goal. The actual and in-progress results of the child goals roll up to parent goals. 

Goals can be dollars e.g., target sales or a metric e.g., number of cases resolved, number of leads generated or number of units sold. Goals can be setup for time periods such as months and can be reported in those time periods or quarters, years. Dashboards reflect the following useful data:

• Goal for the Time Period e.g. $2M in sales for the quarter
• Actual Performance e.g. $900K for the Time Period Versus where the Actual should be based on where you are in the Time Period e.g. $1Mn if you are half way through the quarter. Effectively the pro-rated goal based on time
• In Progress amount e.g. the sum of open opportunities that are expected to close in that quarter. 

Get visibility into sales results with interactive dashboards available out of the box in Microsoft Dynamics CRM Sales Software and display information in real-time. Single-Stream Dashboards support single data stream. Multi-Stream Dashboards support multiple data views and queues. Track overall business performance with reports in Dynamics 365 such as opportunities by sales pipeline stage, progress against goals, competitor win loss or leads source effectiveness. Create custom Sales Reports using the Reporting Wizard. Apply security model to control who can view the reports. Reports in Dynamics 365 can be exported as XML files, CSV files, PDF or Word.