What You Need to Know About the Microsoft Dynamics 365 Sales Module

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How the Sales Module Can Improve Your Sales Numbers

Dynamics 365 is Microsoft’s latest version of its business applications. The customer relationship management (CRM) capabilities in Dynamics 365 consist of Sales, Customer Service, Marketing, Field Service, and Project Operations. Microsoft Dynamics 365 Sales was created when Microsoft moved its apps from Dynamics CRM into the Dynamics 365 infrastructure.

You can choose to use all the CRM modules or implement one or more of them. Dynamics 365 runs on premises or in the cloud. Cloud deployment is the most popular since most businesses find it the most cost effective, secure, and efficient.

The Sales module is designed to be a powerful CRM app that allows your sales department to manage a sales pipeline and customer relationships. It also supports collaboration within the sales department and with other departments when you use modules that target customer service, marketing, field service – and if your business is project driven – project operations.

Features and Benefits: What Can Microsoft Dynamics 365 Sales Do for You?

Overall, using Microsoft Dynamics 365 Sales will help you increase your sales. But, the easiest way to understand how that will happen is to review the benefits you’ll receive from using the various features of Dynamics 365 Sales.

Benefit 1:  Improve efficiency by using a single workspace powered by AI to manage activities

The Sales workspace presents all the information a salesperson (seller) needs to determine which contact to focus on. The system helps sellers by providing clear sales activities for them to follow. Without the need to change screens, the seller can call a contact and use the AI-powered conversation intelligence to monitor the contact’s emotion and priorities. This type of insight helps sellers connect with their contacts on a deeper level than is typical.

In addition, the workspace supplies a collaboration hub where colleagues, customers and customer data come together. To gain an even deeper understanding of contacts, sellers can incorporate survey data from the Dynamics 365 Customer Voice feature, which can be added on top of the Sales module. Sellers can act on a contact’s feedback without leaving the workspace.

Benefit 2:  Improve relationship building capabilities—The key to establishing and retaining customers

Microsoft has incorporated LinkedIn Sales Navigator in the Sales module. Sellers can view contextual LinkedIn profiles in records related to account, contact, lead, and opportunities. Sellers can identify relationships between contacts to expand their networking capabilities and get introductions to create a warm lead. They can also identify new leads based on LinkedIn information and insights.

When contacts change jobs, the seller is notified and can determine if the contact needs your products or services in their new position. An interactive organizational chart shows sellers the relationships within a contact organization to help them identify the players in decision making.

Microsoft Dynamics 365 Sales also assists sellers by creating a single score based on signals that show the health of the relationship and the risks the seller is facing. Sellers can use this information to identify those contacts who have a greater chance of presenting an opportunity. As a result, sellers can focus their efforts to get the most benefit.

The Sales module also helps sellers close more business by offering insight on personalized talking points, icebreakers, and the next action that will help to advance the relationship.

Benefit 3:  Increase seller productivity using automated marketing tools

Unlike Dynamics CRM, the Marketing module includes tools to automate marketing. The app will point out when it can automatically create new contacts, meetings, or tasks. And, if you are using apps such as Outlook, your sellers won’t need to switch between apps because they can see sales data while they’re reviewing emails from a contact.

All of the tools described above help to eliminate manual tasks for your sellers. The Marketing module will help them track contact engagement and provide insights and scoring. It will also save time by providing a sales roadmap and supporting collaboration.

When you use the Marketing app along with Sales, your sellers will have access to other marketing automation tools that define the customer journey and help your sellers move contacts forward to become customers.

Benefit 4:  Support sellers when they’re on the road with mobile access

Microsoft Dynamics 365 Sales use the Unified Client Interface (UCI) built to support any device including mobile devices to make it easy for sellers to take their support tools with them wherever they go.

The mobile support for Dynamics 365 Sales will help keep your sellers on schedule with a task list and push notifications to ensure sellers get to meetings on time. Sellers can update or create new records using forms optimized for mobile devices.

Preparing for meetings is easy because the mobile app shows meeting details, information about attendees, and AI-generated reminders. In addition, capturing notes is easy using the app’s voice-to-text capabilities. Sellers can also use their camera to take photos of notes or documents that will be associated automatically with the correct records.

Benefit 5:  Improve sales forecasting and tracking

Both sellers and sales management will benefit from the forecasting and tracking tools available in Microsoft Dynamics 365 Sales.

Sellers can use the forecasting tools to streamline the process they use to forecast sales. The forecasting tool automatically identifies risks and opportunities.

Sales managers will have the advantage of the AI in the app that supplements the forecasts submitted by sellers to show deal trends and flows. Dashboards and reports are available to help managers track performance and provide more effective coaching to their teams.

Managers can also help accelerate the sales process by communicating best practices. Managers can create and connect activity sequences to leads and opportunities that appear in a seller’s dashboard.

Benefit 6:  Pulling It All Together

The features of Microsoft Dynamics 365 Sales explain how it benefits sellers and sales management. But you also need look at how all those features work together to benefit the business as a whole.

  • Increasing business agility because users can access the application from anywhere on any device
  • Increasing the productivity of your sales teams to improve performance and shorten the sales cycle
  • Forming stronger relationships to increase sales and customer retention
  • Providing a competitive edge

For a complete overview of all the Microsoft Dynamics 365 Sales application, download Datavail's white paper, What You Need to Know About the Microsoft Dynamics 365 Sales Modules.

Feel free to reach out to one of our Microsoft Dynamics 365 experts to discuss your CRM implementation, upgrade, or cloud migration initiatives.

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