Achieving Growth Targets
1. Goal Management
Sales teams need to know how they’re performing in comparison to their sales goals.
Are they on track? If not, how much is the shortfall?
2. Automated Lead Scoring
If you deal with hundreds, or even thousands, of new leads each month, how do you decide which ones are sales ready?
CRM workflows deliver an automated solution that consistently grades and scores each lead based on your rules ensuring that sales teams receive the right leads at the right time.
Any combination of data stored in CRM can be used to
3. Understanding Which Lead Sources Convert Best
Dynamics CRM has the capability to maintain lead intelligence enabling sales and marketing teams to identify which lead sources create the most valuable opportunities, and which resulted in the best conversion rate over any time period.
With the benefit of this insight teams can prioritize activities and focus budgets on the most profitable sources.
4. User Adoption
Microsoft Dynamics is an enabler but without sales adoption, understanding and support, it will fall short of expectations.
5. Lead Routing
Dynamics CRM will capture leads from web forms and other sources and uses defined rules to route them to the correct sales team or individual.
Routing rules can be based on product, location, account status and using criteria from any other data stored in Microsoft Dynamics CRM.
For many organisations lead routing is a time consuming manual process, but by applying routing rules and automatically directing them it ensure that leads are immediately directed to the right person for urgent attention.
By following these defined steps, leads are consistently progressed to improve opportunity quality and ultimately increase conversion rates.
7. Web Lead Capture
Using third party solutions including Scribe, Dynamics CRM
In addition to the benefit of removing manual data entry these actions can be set to trigger CRM workflows that will send automated email notifications and schedule follow-up activities to ensure timely communications are made.
8. Importing Data
Data purchased from list providers or collected from external data sources can be imported as a one-off import, or using a recurring batched process, thereby saving a sales teams time by getting a complete view of every relationship from a single interface.
9. Event Management
As a highly scalable application, Microsoft Dynamics includes the flexibility to manage all the key steps to plan and follow-up
Post-event processes handled in CRM can include attendance reporting, automating follow-up messages and converting registrations to opportunities helping sales team to maximize lead generation and boost the return from each event.
10. Social Listening
They can follow prospective customer needs, problems and concerns, and join the social conversation to turn a cold contact into a sales opportunity.
In addition to providing a new source of leads, the social insights gained by listening to these conversations can help to shape sales strategy, dialogues and even product development.
11. Email Marketing Integration
With real-time insight into customer behaviour sales teams are equipped with more intelligence when they make sales calls to tailor communications to known interests and anticipate new requirements.
Packaged Microsoft Dynamics CRM emarketing integration include DotMailer and Click Dimensions.
Increasing Account Value
12. Account Management
Sales teams across multiple regions can all be connected to a shared customer account, or company division.
Microsoft Dynamics CRM provides a complete picture of all of your clients. Sales users can access a profile for each account, even across multiple sales regions, to instantly see a true picture of each relationship.
Prepared with this detail, account managers are better able to have productive conversations and create profitable customer relationships.
13. Contract Renewals
By handling contract renewal processes CRM helps sales teams boost their recurring revenue streams including income from licenses, support and maintenance agreements.
14. Increased Customer Satisfaction
With tools to
15. Personalised Nurture Messages
Nurture programs keep your sales message in front of prospects who aren’t yet ready to buy - without over committing your valuable sales resources.
Campaigns can be configured in CRM to nurture prospects who aren’t 'sales ready’ ensuring matching prospects receive drip fed personalized emails and triggering further actions when prospects react to your calls to action.
16. Single Interface to Manage All Interactions
With Microsoft Dynamics, organisation comes easy.
Implementing a CRM solution helps sales teams prioritize their actions and tasks. With full visibility you and your team know who to call first when following up customers, leads and sales opportunities.
With the benefit of a single view of each relationship and interaction the value of every account is easily understood helping managers strengthen communications and focus resources on protecting their most profitable accounts.
17. Account Cross-Sell & Upsell
By integrating with external data sources, Microsoft Dynamics CRM stores order and transactional data. Sales teams can track the purchase history on each account to identify new cross-sell and up-sell opportunities, and even formulate loyalty programs.
18. Accurate Sales Forecasting
Forecasts, pipeline charts and sales statistics create insight into projected performance.
Because this live data is available on-demand sales time isn't wasted compiling reports or making decisions with suspect data.
19. Product Management
CRM makes it easy to compare historic and current sales results giving product and sales managers the information they need to make changes based on market trends and the competitive activity.
By capturing why a sales opportunity was won or lost in Microsoft Dynamics provides insight into critical strategic strengths and weaknesses.
This may highlight changes in the win/loss ratio for a specific product line, due to new competitors, lower pricing or quality concerns.
20. Quote Management
From simple quotations using standard product lists to proposals involving bundled products and services CRM quoting solutions help sales teams quickly produce professional quotes.
For quotes that consist of multiple line items the cost, profit, part numbers and revisions can be tracked to transform quote quality and cut administration giving sales staff more time to sell.
21. Mobile CRM
There can often be a gap in communications between field and office based sales staff due to a lack of shared information.
Mobile CRM apps enable all sales staff to access their opportunities, customers, activities and other sales data wherever they go. Get as much done outside the office, as you do inside, by using CRM on a tablet or mobile device.
22. Email Tracking
23. Sales Dashboards
Including charts, statistics, sales metrics and KPI graphics, customer relationship management provides real-time visibility to raise productivity, increase sales and improve operational efficiency.
24. Tracking Opportunities Through Deal Stages
Whether you have an average sales cycle of a few weeks involving 2-3 sales steps, or a more complex series of stage running to several months CRM tracks every sales opportunity through your defined milestones.
If you want to be sure your sales team is following this process consistently, Microsoft Dynamics will enforce your rules with gated stages that prevent opportunities from being qualified until earlier steps are fully completed.
25. Competitor Tracking
Build out detailed profiles for each organisation you compete with including known accounts they work with and which active sales opportunities you are competing on.
As well as building up a detailed knowledge of your competitors including their strengths and weakness this provides great information for sales teams, who can see what opportunities specific competitors may be in the running for based on region, industry vertical or other criteria.
26. Electronic Order Signing
To shorten the time from quote to order CRM applications integrate with
27. Pipeline Management
Without a CRM system, sales teams can struggle to understand their pipeline in real-time leading to efforts being focused in the wrong areas.
Microsoft Dynamics allows sales managers to generate real-time pipeline reports which are used as the basis for reliable sales and production forecasts, in turn, increasing efficiency and predictable management of cash flow.
28. Qualifying Leads
It's not uncommon for a prospect to be considered highly qualified by one sales representative but seem completely unqualified to another.
CRM processes provide users with guided steps supported by your business rules to remove subjective verdicts and improve opportunity quality by ensuring leads are consistently qualified.
Selling As a Team
29. Sharing Sales Documents
CRM gives your team an effective platform to share sales materials and other documents helping them improve communication and ultimately close more sales - especially if sales teams are spread out.
For advanced document management Dynamics CRM can be integrated with libraries on SharePoint and other storage resources.
30. Managing User Access
Using sophisticated security permissions, customer relationship management applications enable sales teams to safeguard their data by restricting access to authorised users and ensuring that permissions to access sensitive data are only granted based on defined roles or individual sales user names.
Further permissions can be set to prevent users exporting data or deleting records.
31. Calendar Integration
Microsoft Dynamics CRM synchronises calendars with your preferred email application to easily manage schedules, check availability and alert office or remote sales staff about newly scheduled tasks, activities, meetings, appointments, phone calls and recurring events.
32. Bringing Sales & Marketing Teams Closer
A major disconnect between the sales and marketing teams can arise in defining when a lead should be qualified.
In an alarming number of instances the leads directed to sales reps aren’t actively worked on.
Often this is cause by differing views of what a qualified lead is.
For better sales effectiveness, a precise qualification process can be mapped in Microsoft CRM to remove uncertainty and provide sales and marketing staff with clear assessment if a lead is ‘sales ready’
Through other functions including lead scoring, automated lead routing and reporting, Dynamics creates greater transparency to remove barriers between sales and marketing teams.
With Microsoft Dynamics CRM 2015 that integration will be even closer with the release of new sales collaboration functions.
33. Territory Management
Territory Management enables organisations with complex sales structures to organize their activities based on regions, product lines or other criteria.
CRM territory management handles any customer segmentation. Simply apply rules to automatically place customers into defined territories for measurement of territory profit levels and plan resource allocation.
34. Assigning Sales Tasks
Assign tasks and responsibilities to sales individuals giving them responsibility for ensuring a positive outcome.
35. Collaborate with Automatic Sales Notifications
Microsoft Dynamics CRM workflow rules trigger email alerts when important events occur prompting urgent sales attention to avoid lost business.
This can include notifications when new opportunities are assigned, high value opportunities are created, no recent account contact or in the event of opportunities not followed up within a defined number of days.
At Preact we want every business to share their Customer Relationship Management success story.
We are a specialist consultancy partner highly experienced in helping sales team maximize the value of their CRM technology.