Microsoft Dynamics 365 is an indispensable tool for every sales team. As a set of applications and services that combines customer relationship management and enterprise resource planning activities, Dynamics 365 helps you automate your sales and marketing capabilities, integrates with other Microsoft 365 productivity tools, and enables you to efficiently convert your leads into customers.
What about increasing sales team efficiencies? There are several strategies to leverage Dynamics 365 and boost productivity in your sales team. Here are six ways Dynamics can help:
1) Connect with customers at every point of their journey. Buyers today want a flexible sales process that can change and mold according to their needs. There is no shortage of resources that customers can consult before making a purchase decision. But often, at some point in a customer’s journey, they may want to interact with a salesperson to finalize their purchase.
These meticulous buyers won’t settle for a company that is unable to provide them with the high-value information they seek. The resources that your sales professionals provide, or fail to provide, can make or break the deal. A business needs to be prepared to jump in to help a customer at any point in their journey. You must be ready with all the information they could need and enough data on their past interactions and preferences.
Dynamics 365 can give you a detailed view of the customer’s behavior. It allows your salespersons to direct the conversation to focus on what matters most to the customer, based on these insights.
2) Make sales engagement solutions seamless. There is a common misconception that the more tools sales reps work with, the more productive they can be. This is far from the truth because too many tools can be overwhelming for your sales team. Productivity increases when there are fewer, but efficient, tools to manage their tasks.
What your sales team needs, instead, is a single, seamless platform to manage all their work. A single platform that allows everything from lead generation to collaborating on sales reports is more likely to get things done. To further increase productivity, the platform needs to be accessible across all devices. A platform like Microsoft Dynamic 365 can offer these capabilities by automating tasks, leveraging other productivity apps and utilizing data to gain actionable insights.
3) Improve team collaboration. Sales reps cannot work alone. Ideas and information must be shared within the sales organization to drive productivity and sales effectiveness. It becomes even more important when the team is dispersed across different geographic locations.
Contacts, leads and account information must live in one environment that fosters the progression of a formalized sales process with insights into the process for all. Dynamics provides the sales methodology framework to enable the progression from lead to opportunity and revenue realization.
4. Manage multiple lines of engagement seamlessly. Customers expect personalized engagement. But with multiple channels and customer accounts to manage, it becomes challenging for the sales team to track customer information and use it to close a deal.
A platform that integrates all the different channels, from email to social selling, can help the sales team be more proactive. Dynamics will facilitate the establishment and tracking of sales milestones to ensure each deliverable is being achieved and properly executed. This process adds credibility to opportunity revenue forecasts.
5. Make employee onboarding easier. To ensure that your sales process continues without disruption even when new team members are added, an efficient onboarding process is essential. You need to have a sales process that is easy to learn without much need for extensive training. This becomes a problem when the sales professionals must switch between multiple, disconnected tools and apps.
When you have a single platform with a uniform user interface for everyone, like the one in Dynamics 365, onboarding becomes much easier. You can have a few interactive onboarding guides that can help new hires learn the process and tools quickly without long training sessions. All they need to learn is the step-by-step process towards closing a deal with the help of built-in automation tools and workflows.
6. Get a complete picture of sales performance. As a business grows, it can become more difficult to track the performance of your sales and the sales professionals. But knowing how they are performing is very crucial to making the right business decisions and maintaining accountability. Your sales tools should be able to show which customer interactions are yielding positive results. It should enable you to turn the performance metrics it provides into actionable insights.
An efficient sales engagement platform like Microsoft Dynamics will help you set clear objectives and adjust your goals to improve sales performance as your business grows. Customers that are progressing along a CRM maturity roadmap seek the management of sales revenue and forecasting capabilities to meet business goals and objectives.
