As a national sales manager, I have a full-time job already. While recognizing that using a CRM is an evolving tool where users need to be given direction and and behaviors that I want must be monitored, I am just not finding the additional time in my day. I tend to only focus on how Dynamics is working just before each quarterly sales meeting. In that sales meeting, I bark out directives on how we are going to start using the tool more effectively. What should I be doing different?
Your first step is to change your mindset about how you and your team use Dynamics CRM. It is not an add-on task for you or your team. Rather it is your primary sales process and management tool.
We deployed Dynamics CRM about four years ago, and frankly I don’t think we have moved the needle in the last few years to get enough value out of the tool. What should we be doing different?
Deploying and using CRM is a moving through a maturity process. The first step is understanding that you need a phased plan – a roadmap. Your plan must have measurable milestones. With everyone in the organization having the ability to visualize the key KPIs en route, and make adjustments in the roadmap as needed.
Bob, what are some of the key features added to Dynamics 365 Sales in the latest release?
I have picked out 3 features in the latest release that should get your attention.
Duplicate Detection – Enhanced Email Experience – Added PDF Capabilities
The feature overview video below, highlights new capabilities included in the latest update to Dynamics 365 Sales.
My account reps just don't prospect or even follow up on leads we provide! What can I do?
Dear Barb -
One of the challenges that we often see from a CEO is really trying to drive account managers to do prospecting and to reach out and follow up on leads.
A CRM system provides vision into what is happening, or not happening with leads provided to the account manager as well as vision of the sales VP and CEO.
I have a client who is a CFO and she is concerned that her sales team is rapidly becoming Zoom-Zombies on time-consuming internal web meetings. Isn’t there a way could help them see that they could be using our Dynamics 365CRM to help their team work better from home?
Meetings aren’t all bad – and can be a great way to stay socially connected. However, we know that in general internal meetings are:
As reported in DestinationCRM.com, the most recent “CMO” Spend study by Gartner showed marketing budgets falling from a high of 12.1% of company revenue in 2016 to 11.3% in 2017. While cuts have varied across industries, retail and manufacturing were the hardest hit. While retail is going through some major changes, the study suggests that “manufacturing is adapting to emerging yet complex B2B2C opportunities”.
Accurate sales forecasting is essential to growing revenue and managing your business effectively. When you know the timing and amount of incoming revenue, you can plan and focus on the right business initiatives; budget and allocate resources appropriately; set organizational goals; and provide teams with priorities and guidelines for how they spend their time.