D365 CRM SALES MANAGEMENT SOFTWARE FEATURES
Customer and Contact Management in D365 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.
Lead Management in D365 Sales
Microsoft Dynamics 365 CRM is a Sales automation software that can help convert more leads into qualified opportunities. Capture leads from various sources such as marketing campaigns, website inquiries, trade shows, social media and mailing lists. Zero in with the right leads with native lead scoring functionality and rank leads to easily focus on those who matter the most. Enable sales reps to perform lead qualification and quickly move to the next stage of the sales cycle. Set up lead assignment rules to specify how leads are assigned and managed from beginning to end. Add attachments and notes to lead records to store key information on the lead. Assign and configure specific product interests per lead to help your sales staff in following up with these prospects. Pre-built workflows allow smooth handover of sales ready leads from marketing to sales.
Opportunity and Pipeline Management in D365 Sales
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.
Activity Management in D365 Sales
Microsoft Dynamics 365 provides capability to track of all interactions and activities with prospects, customers and stakeholders. Emails sent, calendar appointments, meeting invites sent get automatically tracked as activities to the relevant customer. Assign tasks other users manage your daily schedules and priorities. Indicate a due date if it is a future-looking activity. See activities in List, Calendar, or Kanban view. Filter the list of activities based on type, due date and owner. The system automatically timestamps every activity and shows who created it. Mark the activity as completed once done.
Sales Quote
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 Orders in D365 Sales
Automate Sales Processes with Microsoft D365 Sales. A sales order in Dynamics 365 Sales can automatically convert from a sales quote and carry over all the information, or you can enter a sales order directly. Orders can also be created by customers via a self-service portal. Dynamics 365 can recommend products for upsell and cross-sell to the Customer based on the items selected with product bundles and product families. Pricing in D365 is automatically determined based on the customer and price list. A salesperson can apply a discount based on their empowerment and a workflow can take the order through an approval process for a higher discount. A confirmed order is typically integrated intro the ERP / Accounting System. Microsoft Dynamics 365 allows users to track whether orders have been fulfilled. This information generally flows back from the ERP system into Microsoft Dynamics 365 Sales.
Territory Management in D365 Sales
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.
Product and Price List Management in D365 Sales
D365 Sales provides flexibility to manage your product catalog including functionality for product templates, product bundles and kits. Products can be classified via product families. Product templates in Microsoft Dynamics 365 allows you to bring bulk product data into Dynamics 365 Sales. Microsoft Dynamics 365 provides the ability to view product hierarchy in a tree structure and view parent/child relationships. In D365, you can define product pricing and maintain different price lists. Use current cost, or standard cost combined with cost plus markup method or percent of list pricing method to automatically calculate your sales prices You can schedule price adjustments and configure custom price list rules for your products in Microsoft Dynamics 365 Sales.
Sales Goal Management in Microsoft Dynamics 365
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.
Sales Forecasting in Microsoft Dynamics 365 Sales Insights
Improve sales planning with robust forecast models available in Dynamics 365 Sales Insights. Forecasts can be set up based on the sales territory or based on sales teams. Use Organizational Forecasting, Territory Forecasting, Product Forecasting structure or design customized criteria for forecasting. Identify the deals you need to close to meet Sales milestones. Track performance against targets and identify risks in your pipeline early. Break the numbers down by price, product, sales period using out of the box reports available. With Sales Insights, premium forecasting features are available providing AI-powered forecasts with predictions calculated for you based on historical data. You can create snapshots of your forecasts, giving reference points to go back to and compare the accuracy of the forecast with the actual performance.
Sales Reporting and Business Intelligence in Microsoft Dynamics 365
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.
Mobility in D365 Sales
Dynamics 365 Sales Mobile to work on the go, available on iOS and Android devices. Get an optimized view of information related to upcoming sales meetings. Quickly update deals and customer information after a meeting. Attach notes to relevant sales records. Add and qualify leads, manage opportunities, and generate a quote or an invoice from your mobile. Configure notifications to get notified when something needs your attention.
LinkedIn Sales Navigator and Microsoft Dynamics 365 Sales
The LinkedIn Sales Navigator is an add-on application available through LinkedIn that gives sales teams a boost in capturing and nurturing leads. It provides features like advanced lead and company search, lead recommendations, deals, marketing alerts. When integrated with Microsoft Dynamics 365 Sales, LinkedIn Sales Navigator can provide your sales teams with crucial information regarding sales opportunities directly in the Dynamics 365 interface. Gain LinkedIn insights on companies and people by viewing headline information, recent activities, news, and job changes directly on customer record forms. Reduce busywork with one-click access to LinkedIn InMail and insights where you need them.