10 Mar Microsoft Dynamics Sales Process bar in Opportunities
Improving sales best practice and getting the most out of your Sales processes
Company's Sales processes
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 process bar in the sales opportunity form of Microsoft Dynamics 365 can be configured to match your sales process, the real insight comes when you connect the pipeline chart to the process bar. 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 sales process equates to the pipeline chart on its side. With opportunities at the QUALIFY stage of the sales process at the top of the Pipeline and opportunities at CLOSE at the far end. The benefits of linking the process bar to the sales stages are that it helps reinforce sales best practice. The pipeline charts (funnels) are a visual indicator of pipeline health, sales managers can review this chart with their sales team alongside the answers to the questions within the process stages. This framework acts as a catalyst for mentoring and coaching. See our blog on sales methodology and sales coaching.
Linking the sales process bar and sales pipelines charts have the following benefits:
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.
CRM Dynamics have developed a product call sales coach this can be used with the process bar to introduce your favourite sales methodology. The coaching capability is enhanced by sales coach.
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