MS Dynamics CRM – Sales Process Automation and Management

Microsoft Dynamics CRM has inbuilt Sales, Marketing and other related tools available at hand. Sales in itself is quite cosmic module if we consider all the available and applicable aspects of this sundry process. Lets try to understand some of the processes that this System tends to automate and in return makes life of Sales people painless in some way or other.

Take a look at simplified Sales process generally followed in the industry as below (may also depend upon other factors such as vertical, industry served etc.):

• Sales department gets Lead (Generated by marketing or otherwise)

• Lead is divided among the various sales people depending upon the deal size (greater or less than a particular amount) or geographical location (area wise).

• Sales person calls the customer and chalk out the detailed requirement (by arranging meeting or otherwise).

• Sales person prepares an RFP (Request for Proposal), get it approved by senior (if required) and sends it across to the customer.

• Prior to this, if required, demos could be arranged for the customer depending upon the feature set or solution set they want to be implemented as such.

• Finished RFP is sent to the customer and systematic follow up proceeds thereafter.

• Sale process reaches negotiations stage, and customer is given discount (or special pricing) as case may be.

• In due course of time customer compares prices, RFP’s, etc from other vendors if available.

• You have a winning proposal and customer agrees to give the order (its awesome!)

• Depending upon the situation, purchase order (or any other doc) is released which generally carries the T&C agreement and other legal stuff as per policy.

• Product is delivered and payment terms and conditions are followed as per mutually agreeable contract.

Please note that the Sales Process mentioned above is quite generic in nature and may have variations according to the customer requirements and other dependencies whatsoever.

Improve Sales Planning and Management

Typically in a big organization, which has branches in several countries and locations, its quite imperative that leads are required to be distributed appropriately. Generally as per industry practices, leads are collected at a central location and then forwarded to the person(s) who is concerned.

This above-mentioned process is reasonably well defined in MS Dynamics and the whole workforce can be divided into territories and teams for effective management.

Create Price list(s), Discount(s) and other such stuff

It looks like there is no customer anywhere who does not asks for price reduction or discount in some way or other. It’s an important part of negotiation phase of Sales process. Its important to note that after hectic negotiation “Settlement of Price” takes place which is nothing but price, SLA’s etc agreed upon by both the parties.

Certain level of discount generally is in sales person hand but on higher discounts (or orders), approval might be required from the senior management of the department. Dynamics has inbuilt process for the above-mentioned workflow and in a way streamlines the whole procedure. What that means less time to revert back to customer and high chances of winning and closing the deal!

This is just glimpse of some process that this highly valuable CRM tends to automate. More such simple and complex processes are already implemented and user just needs to follow to make a winning move.

To know more about Microsoft Dynamics Customer Relationship Management (CRM) or to arrange training for yourself or your organization feel free to call our Executive or mail us at info@knowledgewoods.in

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