Microsoft Dynamics CRM – 2016

Sales Force Automation – Part 5

Posted on November 10, 2016 Updated on November 10, 2016

Setting Goals

1. Dynamics CRM includes functionality that allows anyone in the organization to track goals.

2. To set goals, navigate to the Sales area and use the Goals, Goal Metrics, and Roll-up Queries sub-areas to set and monitor goals.

3. Goals can be set for actual performance (for example, total revenues generated per quarter) and for performance indicators (for instance, number of calls made per day or number of new account records created).

4. Although goals are located in the Sales area, they can be used to set goals for any Dynamics CRM user.

Sales Force Automation – Part 4

Posted on November 10, 2016 Updated on November 10, 2016

Closing Opportunity

1. When an opportunity has been either won or lost, it is time to close it.

2. To do this, open the opportunity form and click either the Close as Won or Close as Lost    button

3. When recording a lost opportunity, capture the reason the opportunity was lost and the    competitor that it was lost to.

4. This information is an important part of your competitive intelligence-gathering process.

5. If the client did not provide this information when he informed you of his decision, then    a best practice is to call the prospect and ask them if they would provide this information     to help you improve your sales process.

6. The more information you can gather and store in Dynamics CRM, the greater your  chances will be of winning future opportunities.

Sales Force Automation – Part 3

Posted on November 10, 2016 Updated on November 10, 2016

Adding Competitors to an Opportunity

1. Tracking competitors in order to learn how you perform in specific products and services relative to your competition is important.

2. You can add any number of competitors to an opportunity.

3. To add a competitor, click on the competitors list on an opportunity and then click the Add Existing Competitor button in the Ribbon menu.

4. Choose a competitor from the list or click the New button to create a new competitor.

5. You can link competitors to opportunities, products, and sales literature.

6. In addition, you can enter analytical information about each competitor in their record.

7. By keeping track of all of this information, your business can have a dynamic source of intelligence about each of your competitors.

8. When a sales representative runs into a competitor for the first time, he or she can consult this competitive profile to improve their odds of winning an opportunity against the competitor.

Sales Force Automation – Part 2

Posted on November 10, 2016 Updated on November 10, 2016

Adding Products to an Opportunity

1. You can track a list of products that are associated with an opportunity (called Line items).

2. Products tracked under an opportunity are automatically used to calculate the estimated revenue for an opportunity.

3. These products are also automatically added to quotes, orders, or invoices tracked under the opportunity.

4. By tracking products under an opportunity, you can improve the accuracy of your sales forecasts and capture more intelligence about your sales processes.

5. Businesses that use a fixed product catalog usually track products under their opportunities.

6. Organizations that have highly complex product configurations or that focus primarily on providing business services often do not use products at all.