Microsoft Dynamics 365Basics for Sales Managers1
Dynamics 365: Basics for Sales ManagersMicrosoft Dynamics 365 provides several ways to manage and help your Sales team get theresults your organization needs. To keep things simple, let’s look at 4 Dynamics 365 salesmanagement basics that will help you direct your team more effectively: Track sales-related activities of individuals and teamsReview, revise, and take action on sales pipelineAnalyze sales historyAccess Management ReportsSales-Related ActivitiesActivities are all the things your team does in pursuit of a sale. Things like phone calls,emails, appointments and so on. There are multiple ways to keep up with your team’s salesrelated Activities using Dynamics 365. Activity records “live” in your Lead, Opportunity, Contact, and Account records.Activities are displayed in chronological order. Look for open and completed sales activitieslike phone calls and appoints, for the entire sales team or for individual salespeople. Here’san example of Activities displayed in a Lead record.Microsoft Dynamics 365: Basics for Sales Professionals2
Use the collaboration tools in Microsoft Dynamics 365 get your team working together,communicating in a social-network style of interaction. Posts in the social pane resembleposts in familiar apps such as Twitter and Facebook. Following on the experience of socialsites your team members are used to, these posts display not just in the Lead record, but also in the individual User’s Social Dashboard.Users can easily schedule future tasks for themselves or other team members right within therelevant record. In this scenario, salesperson Veronica creates a task for her team memberSanjay, provides Sanjay with a description of what needs to done as well as a due date. ThisTask will appear in the related record as well as on Sanjay’s Activity view.Microsoft Dynamics 365: Basics for Sales Professionals3
Review and Take Action on Sales PipelineA key metric that Sales Managers routinely focus on is sales pipeline. Dynamics 365 providesmanagers with a complete view of forecasted sales, with the ability to segment the pipelineby product, by territory, by salesperson, or by sales stage. In this example the sales pipeline isdisplayed as a sales funnel segmented by sales stage. Potential sales in the blue portion ofthe funnel are in the Lead or Qualifying stage. The brown section represents Opportunities inthe Develop stage and the purple part represents opportunities in the Propose stage.Click on the funnel to uncover the underlying data and to view the individual deals that comprise the full pipeline. In this View the pipeline is displayed in a manner that is similar to anExcel spreadsheet. Resort or filter columns to narrow down the pipeline view. For instanceyou may only want to look at deals with a probability of 50% or higher, or deals closing inthe current month.Microsoft Dynamics 365: Basics for Sales Professionals4
Click on any single line item todrill down to an individual salesopportunity. Check on the mostrecent phone calls or appointments. Use this information totake action. Follow up with thesales rep that owns the opportunity, or reach out directly to thecustomer. As Sales Manager, you havethe permissions to change values inthe record such as estimated closedate or estimated revenue. Anychanges you make will roll up to thepipeline forecast in real time and bereflected in any view, dashboard, orreport.Analyze Sales HistorySales history can be accessed in multiple ways. Choose which way is most practical based onhow you want to analyze sales or manage your team. Select the Won Opportunities View tosee a spreadsheet-style display of previous sales sortable buy customer or sales revenue. Refer to the bar chart on the right to see total sales per customer.Microsoft Dynamics 365: Basics for Sales Professionals5
Click on an individual customer bar in the chart to pull up just their won opportunities.Export the report to Excel to reformat, print, or run “what if” scenarios.Microsoft Dynamics 365: Basics for Sales Professionals6
Run Management ReportsStock reports are available anytime featuring real-time sales data.You can group data in the sales reports to sort by month, owner, territory, etc.Microsoft Dynamics 365: Basics for Sales Professionals7
Click once more to pull up the detailed report, in this example sorted by Owner.ConclusionI hope you found Microsoft Dynamics 365 101: Basics for Sales Managers valuable, and itgets you on the way to making your team more productive and successful. There’s a lotmore to learn. Stay tuned for future Dyn365Pros E-books, webinars, videos and blogs.Contact InformationFor more information or help, contact Dyn365Pros:Email: [email protected]: 760-585-4248Microsoft Dynamics 365: Basics for Sales Professionals8
A key metric that Sales Managers routinely focus on is sales pipeline. Dynamics 365 provides managers with a complete view of forecasted sales, with the ability to segment the pipeline by product, by territory, by salesperson, or by sales stage. In this example the sales pipeline is displayed as a sales funnel segmented by sales stage.
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