You have the best sales team with you, but does your company have the best tools and resources to uplift them? Well, CRM plays a crucial role in uplifting your team’s performance, and if you’re not equipped with the best system, then you’re still in those dark ages.
Especially, in the case of a B2B rep, surveys report that 68% of a sales professional’s time is being consumed by manual tasks like notetaking and CRM data input. Forbes also highlights that sales professionals spend approximately 18% of their time in the CRM, essentially a whole day each week.
What if we say the problem is not in the CRM, but in the choice, you made?
Sounds a little alarming?
Well, when it comes to tools, it’s all about choosing the one that aligns with your industry requirements. If sales is the cornerstone of your business, then you need to choose a CRM that can automate your sales rep’s journey, from the first interaction to the last.
Here we’re going to talk about one such CRM tool i.e. Dynamics 365 for Sales.
Let your sales team focus more on what truly matters—building relationships and closing deals.
What is Dynamics 365 for Sales?
Dynamics 365 for Sales is a cloud-based application that comes under the vast umbrella of the Dynamics 365 Customer Engagement solution. It goes beyond the traditional CRM functions and specializes in sales pipeline management.
From lead capture to closing the opportunity, the Dynamics 365 Sales module can help you configure automation that simplifies day-to-day sales tasks.
Moreover, Dynamics 365 is seamlessly integrated into Microsoft Products (like Power BI) and other modules in the D365 ecosystem. This gives your sales team the luxury to view and access data across different departments.
Now let’s deep dive through the features of Dynamics 365 for Sales to learn how your team can benefit from it.
Top Features of Dynamics 365 Sales
Here we’re going to see how Dynamics 365 Sales can be leveraged to equip your sales rep to lead your prospect through the sales pipeline:
Lead Capture & Qualification
Let’s say a customer shows his/her interest by submitting a form, so your sales rep’s first task is to capture the lead and qualify it by assessing their interest level.
In the traditional scenario, it is a time-consuming manual task, your sales representative needs to input all the details manually. This increases the chance of errors, such as typing incorrect contact details, missing timely follow-ups, and inconsistent prioritization due to fragmented data that he/she needs to pull from the vast resource pool.
With Dynamics 365 for Sales in place, the system automatically captures data and creates a lead record (containing all the relevant information such as name, contact details, and the nature of the inquiry).
Then, by using the lead scoring model, Dynamics 365 Sales evaluate each lead’s potential by applying predefined criteria. These pre-defined criteria include factors such as the lead’s engagement level, the source of the lead, company size, and job title.
Initial Contact and Activity Tracking
Now comes the most important part, which is nourishing the prospect with the right information at the right time, especially when you sense they might be losing interest or going off track.
In scenarios like the above, the combination of artificial intelligence and integrated tools in the sales module keeps the prospect engaged by sending personalized follow-ups and relevant content by analyzing the interaction history and patterns
For example, if you’re running an e-commerce store and your prospect adds an item to their cart and abandons it. So based on the interest shown by the prospect, AI-powered tools in the sales module system can analyze the last interaction and send relevant follow-up emails, reminding the prospect of the item in the cart.
Automated Follow-ups
Sending follow-ups is a tiring task, and what is even more tiring is personalizing them based on the prospect’s interests. But Dynamics 365 can solve that with its automation capabilities
When the sales rep receives an email, the system suggests the next action item by analyzing the email content and automatically displaying it in the
Up-Next widget.
This means your sales rep can view these suggested tasks in the Copilot pane and receive reminders to ensure timely completion, with the system displaying a card with all relevant emails requiring immediate action.
Personalized Outreach
With access to the customer’s form responses and history, the Dynamics 365 sales module also provides dynamic text in email templates. Moreover, by inserting placeholders for customer-specific information, such as their first name or custom fields like “Customer ID,” the system replaces these placeholders with actual data when the email is sent.
This personalization makes emails more engaging and tailored to the recipient. Users can insert dynamic text into existing or new templates by selecting the appropriate record type and field name in the template editor. Custom fields can also be added using specific syntax, ensuring that emails are customized with relevant, personalized details for each recipient.
Collaboration with Team
Nurturing the customer is not something that falls solely upon the Sales team. Sometimes collaboration with the marketing and support team is also crucial.
What if the prospect asks for additional information or you want to pull customer data through the support team?
Using the integrated sales module in Dynamics 365, Sales, marketing, and other departments can access shared customer information, campaign metrics, and workflows within a unified dashboard in real time. Thus, eliminating silos, ensuring visibility across the departments.
Manage the Opportunity
In most cases, data is often spread across multiple sheets and systems. Manually combining these data and deriving it to a conclusion is difficult. Most of the time, the sales team gets bogged down in these manual processes, losing time and customers.
But you can easily simplify these processes if you have an automated sales pipeline.
That’s where Dynamics 365 sales chips in. The sales pipeline generated through Dynamics 365 Sales gives your sales rep a structured life cycle to identify potential leads. The system automatically creates an opportunity out of leads or submission it receives, connecting them to the relevant records like quotes and orders. Then it tracks these opportunities though stages such as qualification, development, and closure, automating tasks and workflows to save time, giving the sales team a complete view of the progress from a single window.
Reporting and Insights
As the prospect traverses through the opportunity cycle, your rep needs proper reports and data to understand the likelihood of converting the lead.
The sales module provides a customizable dashboard that enables sales teams to visualize, analyze, and track key metrics such as the number of opportunities created, viewed, updated, deleted, and converted into won deals.
These metrics, within a span of time, help to analyze trends and identify top-performing contributors and track record of the opportunities created in the past. This centralized reporting enhances visibility and efficiency, ultimately improving the success rate of closing deals.
Deal Closure
Now comes the final process, which is the opportunity closure process. Now since the opportunity is created based on the qualification criteria detailed above. It’s time to send them the customized quote as per the request raised by your prospect. What if we say Dynamics 365 can automate this for you by minimizing errors and miscommunication?
Here’s how:
As soon as an opportunity gets drafted into a quote, the system pulls all the information based on the past interaction. It collects information such as product specifications, pricing, discounts, and delivery preferences.
And, once the quote is approved by the customer, it will be converted into a sales order. Upon order fulfillment, the invoice will be automatically generated within the system, ensuring accuracy and limiting human-prone errors.
Conclusion
All your sales team needs is a proper system that takes away all the manual chores. That’s why we recommend Dynamics 365 Sales module implementation.
By choosing Dynamics 365 for sales, you’re ultimately making a choice to bring a systematic process inside your team through automation. Let your sales team sell at ease, with all the necessary information at their fingertips.
To know more about Dynamic 365 implementation and the sales module, get in touch with Nalashaa Digital. We can help you simplify your transformation journey.
