Dynamics 365 CRM: Importance of Sales Processes

Posted on: January 30, 2020 | By: Julia Paul | Microsoft Dynamics CRM

Microsoft Dynamics 365 CRM Partner 

Logan Consulting is a Microsoft Dynamics 365 CRM partner located in Chicago and something we get asked often is “Why is having a sales process important for a successful CRM implementation?” Well, a way to be successful with CRM implementation is to properly define the sales process before you start the implementation. Dynamics 365 is designed to support the sales process from beginning to end – right from acquiring a new lead through the close of a sale. Here are some of the goals and benefits of having a successful CRM implementation:

The Goals of Microsoft Dynamics CRM

The goal to any business is to generate sales, opportunities, and nurture leads. CRM aims to support the sales process from acquiring a new lead all the way to the close of a sale, while generating accurate sales forecasting. CRM software automates and optimizes several stages while making the sales process more efficient. It can also improve the rate of closure. The business can understand the data of the sales funnel so the company can grow when every sales activity is tracked. The main goal of using Dynamics 365 CRM sales process is to target the right leads and build a remarkable sales pipeline.

Here’s a standard flow chart of a sales process in Dynamics 365 CRM:

Source: Microsoft

Microsoft Dynamics CRM: Benefits

Automates and Reduces Data Entry

As a business begins to grow, they go from relying on Excel spreadsheets to track leads and opportunities or to consolidate data to deploying a CRM software. Why go through the switch? Using Excel for tracking uses up a lot of time and energy with all the tedious steps involved. It’s not a good use a time. CRM systems help businesses consolidate data, leading to more free time for salespeople to focus on getting sales instead of managing an excel spreadsheet.

Keeps track of Sales Processes.

A sales process is designed to help reps efficiently transition deals from stage to stage until the deals are closed. CRMs have the tools to create an image of how smoothly and efficiently those deals will be transitioned. CRMs can provide direct insight into a company’s sales process. This gives managers a sense of direction to where and how their deals are moving. It will help identify any issues along the way.

Having the Right Information

Having a CRM software designed to meet the businesses specific needs is very crucial. Being able to have customizations can range from customizing forms, views and charts, automations using workflows/dialogs, and customizing reports/dashboards. Businesses are able to adapt their sales to fit their CRM. They can adapt their business processes, flexibility, and can be enforceable to be produced repeatedly.

Enforces the Business Rules

Microsoft Dynamics 365 CRM will help enforce and apply business rules. Fields and information leads through processes and can be modeled by your provider designing the system. It enforces the business logic for a company by building specific rules and forms. Using Business Rules gives us the ability to put Validation or Automated Logic into a CRM Form without resorting to Development from the Java Script.

Conclusion

The issue is that all of the benefits described above are really hard to attain without a properly designed sales process. In addition, we often find that if we gather operations, marketing, sales, and the executive team, there isn’t agreement on the sales process. At Logan Consulting our methodology will help drive the definition of the sales process. However, many CRM implementation firms don’t account for the sales process in their approach.  So as you prepare to reap the benefits of Microsoft Dynamics 365 CRM, be sure to properly define your sales process or select a consultant who can help drive it.

Interested in learning more about Microsoft Dynamics 365 CRM? Feel free to contact Logan consulting, a Microsoft Dynamics 365 CRM Partner in Chicago.



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