Dynamics 365 Sales: an intelligent CRM to manage your sales
What is Dynamics 365 Sales?
Dynamics 365 Sales is the Microsoft Dynamics 365 ecosystem CRM module, designed to manage your entire sales cycle by combining operational pipeline management and predictive intelligence to improve performance. Unlike traditional CRMs that store contacts, Sales acts like a real sales co-pilot. The solution manages leads, accounts, contacts, contacts, opportunities, quotes, and orders.
Its real asset? Native integration with your Microsoft Dynamics 365 environment : Outlook, Teams, Excel and the Power Platform. Hosted on Azure, Sales is constantly evolving with automatic updates and is accessible everywhere.
And above all, it includes AI capabilities through Dynamics 365 Sales Insights, which turn your data into actionable recommendations.
The profiles that get the most value from Dynamics 365 Sales
Dynamics 365 Sales, with its global vision of the sales cycle, serves sales teams as well as marketing teams and general management. The tool makes it possible to find information useful for each role and their missions.
Concretely:
- Les sales managers gain visibility on their pipeline, identify risky opportunities in a few clicks and support their teams with concrete data. Sales forecasts are becoming reliable and decisions are based on real time.
- Les Commercial land automate their administrative tasks and benefit from intelligent suggestions on next actions. Accessible on mobile, Sales allows them to consult customer history before an appointment or to create an opportunity from a prospect's site.
- Les marketing teams share information fluidly on leads thanks to the Dataverse base. This connection with Dynamics 365 Customer Insights eliminates the traditional friction between marketing and sales.
- La Directorate-General of the company can find strategic reports and measure the commercial performance of the team.
Key features of Dynamics 365 Sales
Complete sales pipeline management
Sales structures and centralizes your sales process from the first contact to the signature in a single interface.
At the start of the sales cycle, the lead management allows you to capture your prospects on your various channels. Sales gives them an automatic score and routes them to the right salespeople.
Once qualified, the lead becomes a opportunity that you follow step by step with the estimated amount, probability of conversion and estimated closing date.
La 360° vision gives you the complete history of interactions for each account: emails, appointments, quotes, Support tickets.
You can also generate professional quotes based on custom models with validation workflows. The Kanban visual pipeline offers a clear view of the progress of all your deals.
For example, with Sales, a lead from a webinar is captured and automatically assigned to the sales representative concerned. He can convert it into an opportunity in a few clicks, follow the sales steps (such as discovery, demonstration, negotiation) including from his mobile phone. He will also be able to generate a personalized quote and monitor the progress until signature. Everything is centralized, without re-entering.
Automating repetitive tasks
Your salespeople spend an average of 25% of their time on administration. Sales drastically reduces this burden by automating these time-consuming administrative tasks and thus freeing up time spent on sales.
Sales thus allows:
- To automate the capture emails and meetings from Outlook, the tool links each exchange to the correct account without re-entering.
- To trigger the follow-up workflows depending on the events: an automatic reminder after a quote, a notification if an opportunity is stagnant, the creation of tasks after each appointment, alerts on risky opportunities.
- To chain actions on your commercial sequences : post-demo thank you email, call scheduled two days later, then proposal generation.
With Power Automate, you create custom flows to automate processes specific to your sales force. For example, after a Teams meeting with a prospect, Sales will be able to capture the exchange, create a follow-up task for the sales representative and send a personalized thank you email. This saved time allows you to focus on tasks related to customer relationships rather than administrative tasks.
If your sales reps use LinkedIn Sales Navigator, data can be updated automatically thanks to a dedicated Microsoft integration.
Sales forecasting and artificial intelligence
Sales is moving from being a sales management software to that of a sales intelligence platform. The data collected throughout the sales process is analyzed to improve your performance.
The Smart sales forecast relies on your sales history, current trends and the behavior of your opportunities to generate reliable forecasts. You can visualize the gap between your quarterly goals and your current pipeline.
The predictive scoring Opportunities uses AI to calculate the real probability of each deal by analyzing dozens of signals such as the frequency of interactions, the engagement of the prospect, and the history of similar deals.
Les smart recommendations suggest high-value actions: “Contact Jean who has not responded for 10 days”, “Anticipate price objections because similar deals have blocked here”. THESentiment analysis detects in emails that an interested prospect is becoming evasive, allowing you to adjust your approach according to dropouts or hesitations.
For example, the AI will identify that a big opportunity has been stagnant for 15 days with a falling commitment. She alerts the salesperson and suggests: “Offer a telephone point within 48 hours.” This intervention can save the deal.
Real-time reporting and dashboards
Sales offers a instant visibility on your performance.
Les dashboards native salespeople show your essential KPIs updated in real time: pipeline value, conversion rate, average sales cycle, performance per sales representative. Dashboard views are customizable, allowing each user to create their views based on their needs and priorities.
The Reporting is automated thus allowing periodic reports to be generated without intervention on your part. Les smart alerts notify significant deviations from the objectives for proactive management.
For example, the sales manager can consult a dashboard listing the overall pipeline by stages, forecasts against goals, team top performers, and risky deals. From this global table, he will be able to obtain more information on a particular opportunity by clicking on it.
For the commercial management or the general management of the company, thePower BI integration allows advanced analyses by cross-referencing your commercial data with other sources.
Mobility and collaboration
The efficiency of salespeople increases on average by 15% when they collaborate with other team members through connected tools according to studies conducted by Microsoft.
Native mobile app gives full access to the CRM even when the sales team is on the go. From the mobile, you can not only consult the opportunities but also modify them or create new ones.
Teams integration allows the management of business opportunities without leaving your collaboration space. Likewise, since Outlook, you execute essential CRM actions without changing the interface.
Thus, during their appointment, the salesperson will be able to consult the complete history on their phone, discover that a recent support ticket exists and adapt their speech. He can create the opportunity, generate a quote from his tablet and even program a Field intervention if needed. Everything is synchronized in real time.
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The concrete business benefits of Dynamics 365 Sales
Increase the conversion rate and reduce the sales cycle
Sales directly improves your business results.
- La smart prioritization allows us to focus our efforts on opportunities with the greatest potential.
- La reduction of administrative time frees up to 25% of the time for activities with high added value.
- La best qualification avoid wasting resources on unqualified leads.
According to Forrester, businesses see continued growth in conversion rates within 3 years of adopting Dynamics Sales. In addition, salespeople are able to manage more leads simultaneously thanks to the tool, from the first year of use.
The sales cycle is reduced from 14 to 8 days thanks to automations and the help of AI.
Make forecasts reliable and manage with confidence
Data-based forecasts replace subjective estimates. This saves time for sales managers who are no longer looking for data and reinforces the confidence of management who can rely on reliable figures.
Early identification of risks allows you to intervene before it is too late. Proactive management anticipates variances and makes it possible to adjust the strategy during the quarter by launching corrective actions in real time.
For example, you might realize at the beginning of the month that the following month's pipeline is too weak and start prospecting now. You gain 3 weeks of action thanks to this foresight.
Aligning marketing and sales around a shared vision
Sales makes it possible to connect sales and marketing teams to have teams that are aligned and focused on performance. The automated lead flow eliminates friction between departments because as soon as a lead is qualified in the Marketing module, it automatically goes into the Sales module.
Shared visibility creates beneficial transparency: marketing follows what becomes of its leads, sales see the complete marketing history thanks to the Dataverse base, which guarantees consistency with a unique shared customer profile.
Feedback loop continuously improves quality because salespeople can report the quality of leads to improve marketing targeting.
How do you successfully deploy Dynamics 365 Sales?
Define your needs and define your target sales process
The first step is to audit your existing business process : current sales stages, qualification criteria, bottlenecks, missing information. This inventory identifies your strengths, weaknesses and business specificities.
Then comes the Defining the target process :
- Standardized sales steps,
- Qualification criteria
- Automatisms to be set up,
- Validation workflows.
Identification of priority KPIs Clarifies your goals by allowing you to measure your success.
Once this is identified, you need to do a integration mapping to anticipate the necessary connections (to your ERP, your marketing automation, your telephone system...).
At Askware, we conduct this audit by crossing business vision and technical feasibility to frame the project before any implementation. The classic mistake? Deploy Sales without having formalized its sales process and thus reproduce the existing chaos in a new tool.
Configure and customize according to your specificities
Dynamics 365 Sales is configurable. It therefore adapts to your business and your business particularities, not the other way around.
Setting up entities allows you to add custom fields, define your sales stages, and create specific business rules.
Workflows and automations orchestrate your processes.
Document templates use your graphic charter and allow you to go faster in the development of commercial materials.
Roles and permissions are also configurable to guarantee the security of the system. Not all users will be able to see the same data and will not be able to do the same actions.
For specific needs, Power Apps and Power Automate extend native capabilities without significant development.
Instead, we recommend prefer standard settings before developing tailor-made solutions, as this makes it possible to guarantee the agility and maintainability of the system. Askware can also help you set up Sales to match your business processes without creating technical debt.
Support adoption by sales teams
User adoption is fundamental. A tool is only useful if it is used.
You must create membership by setting up a policy of change management, by explaining the “why” before the “how.”
Initial user training is broken down by level of responsibility with a continuous support for the first few weeks. The gradual deployment prevents cognitive overload and allows Measuring adoption and identify bottlenecks. Of ” internal champions” can help you demonstrate the benefits of the tool to their peers.
At Askware, we support up tofull adoption, not only on technical deployment because a successful deployment is measured by the use of the tool.
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Dynamics 365 Sales combines operational management, automation, and predictive intelligence. The results can be seen in the evolution of the conversion rate, the reduction of the sales cycle and the saving of time on administrative tasks.
But success is based on three pillars: a strategic framework aligned with your business processes, a custom parameterization adapted to your specificities and a human support guaranteeing adoption.
Askware is with you every step of the way : audit of your needs, adapted configuration, integration with your Microsoft ecosystem, training and ongoing support. Our double expertise on strategic advice and technical integration sustainably transform your commercial management.
