10 Mar Controlling the Sales Process in Dynamics 365
Improving sales best practice and getting the most out of your Sales processes
With a few small changes to the Microsoft Dynamics CRM system, it can be configured to give you real insight into the sales team’s pipeline and sales effectiveness.
A typical pipeline chart looks like a funnel: ‘prospecting activity’ feeds new leads into the top of the funnel, ‘sales’ then qualify the leads and a percentage of these leads come out of the funnel as a won order. This simple chart is a visual guide to a company’s sales process.
The image below is an example of a simple sales process in Dynamics 365, it includes the process stages of QUALIFY > DEVELOP > PROPOSE > CLOSE. The system reinforces sales best practice, as input is required at each stage of the process. This input acts as a quality gate; the user cannot progress to the next stage until they input relevant information about the sale. In the example below we have some basic qualification questions in the QUALIFY stage.
Linking the sales process bar and sales pipelines charts have the following benefits:
- Sales best practice is distilled – The sales process bar forces sales leaders to have a clear vision of the sales process and a clear path to sales success is mapped out.
- CRM reinforce best practice – Once the sales process is defined, sales must complete certain inputs before they move to the next stage. This is a daily reminder of the best practice.
- Promotes sales coaching – Linking the pipeline charts to the sales process bar identifies sales weaknesses and this should promote discussion and input with the sales manager.
- Generates urgency and activity – Because the CRM system introduces control in the sales process, sales management have more a more accurate view on the real state of the pipeline and can take corrective action.