SALES Overview
Sales Tools Drive Company Value
“Firms enjoying Best‐in‐Class
(BIC) performance enable several key
process, performance and
organizational capabilities, including a
structured approach to competitive,
market and sales intelligence (91%),
creating a central repository of
account, contact, and opportunity
information (96%) and utilizing formal
and documented sales processes
(95%).”Aberdeen Research
“Companies that use lead
management automation tools to
connect sales and marketing will
see an increase in conversion
rates by 50%.”Gartner Group
Typical Business Challenges in Sales
• Poor adoption by sales staff
• Lack of consistent execution in sales process
• Poor productivity (limited time for actual selling)
• Unreliable prospect/customer information
• Limited collaboration with other groups
Industry Views
According to Gartner Research, sales
people spend only 45% of their time
selling. The other 55% is spent on
meetings, administrative tasks,
account service,training, travel,
research and intra‐company
communications.”Gartner Group
“Leading firms embrace mobile CRM to improve productivity, increase system adoption and enhance the customer experience. Mobile CRM is now a must‐do for many fields sales organizations.”
Liz Herbert ‐ Forrester Research
“When we asked sales executives to
rate their performance, we found that
60% sought improvement in
forecasting,
50% wanted to improve their ability
to adapt their sales process to
marketplace change, and
49% rated their ability to identify and
share best practices across the sales
force as ‘subpar’.”CSO Insights
Improve the other 80% of sales staff
Change the Game in Sales
Convert every sales interaction into a sales opportunity
Break down physical boundaries, eliminate
down time
SOLUTION
Microsoft Dynamics CRM Sales Solution
Sales Capabilities
Full feature set
Sales Workflow
Designed for
Users
Managers
Executives
Complete set of features/tools for sales planning, territory management and resource allocation
• Quota capabilities• Task assignment and routing• Resource Manager
Lead Management Components• Territory definition• Territory association• Groups and permissions
Microsoft Advantage
• Resource Center ideal
for sharing best
practices
• Robust role and group‐
based permission
management
• Strong global
capabilities for team
selling
Territory Management and Planning
Lead Management
From capture to tracking to evaluation to qualification to conversion and automatic distribution.
• Qualification and Scoring• Routing and Assignment• Conversion
Lead Management Components• Lead capture and import• Monitoring of leads• Prospecting
Microsoft Advantage
• Automatic association of
incoming emails to leads
• Effortless conversion of
leads/responses to
opportunities
• Seamlessly integrated
with marketing
capabilities
Opportunity Management
End‐to‐end management of opportunities with seamless integration to MS Office and strong workflow helps sales reps. close the deal
• Products and pricing• Workflow and rules• Quote to Order
Lead Management Components• Deal tracking• Competitive intelligence• Task management
Microsoft Advantage
• Seamless tracking of all
associated
communications
• Robust workflow for
repeatable best
practices
• Comprehensive
Quote/Invoice/Order
functionality
Account Management
A focused and coordinated approach to the management of existing customers and the additional revenue opportunities they afford
• Activity management• Query and Search• Contract management
Lead Management Components• Data quality controls• Contact management• Relationship tracking
Microsoft Advantage
• Complete view of all
products and
interactions
• Easy access to contracts
and renewal dates
• Complex relationship
mapping and tracking
Sales Analytics
Full spectrum of sales analysis capabilities ranging from basic reporting to OLAP/data mining and dashboards
• Trending and historical analysis
• OLAP and data mining
Lead Management Components• Forecast and pipeline reports• Other OOB sales reports• Report Wizard
Microsoft Advantage
• Broad capabilities from
dashboards to OLAP
analysis
• New reports just “Next”
button away
• Easy report sharing and
editing
Improved Sales Productivity
360° View of the Customer360° View of the Customer
Repeatable Sales ProcessRepeatable Sales Process
Consistent Online/ Offline
Experience
Consistent Online/ Offline
Experience
Effortless Forecast and Pipeline Analysis
Effortless Forecast and Pipeline Analysis
Maximizing CustomerValue
Maximizing CustomerValue
Enables rapid and relevant response and tailored sales activities
Drives greater efficiencies, lower cost of sale and better team selling
Increases consistency, productivity and provides more time to sell
Delivers better forecast information and financial planning
Enables effective proactive cross‐selling and up‐selling
Powered By Microsoft
Robust Workflow Tools – Designed for the business user
Native Outlook Client – Familiar and intuitive interface
Powerful Remote Capabilities – Consistent offline/mobile
Point & Click Customization – Easily adapts to fit business
Comprehensive Business Intelligence – Easy access and use
BENEFITS
Key Benefits of Microsoft Dynamics CRM
Improve
decision‐making
with 360°visibility into
accounts, leads,
opportunities
and cases across
the organization
True 360°Visibility
Spend more
time for selling
with better
collaboration
and consistency
across the sale
organization
HigherProductivity
Improved Close Rates
Increase
revenue by
optimizing sales
resources and
processes via
repeatable best
practices
Greater Sales Efficiency
Shorten sales
cycles via
enforceable
workflows and
more accurate
customer data
Key Benefits for Sales
• Reach customer satisfaction goals
• Drive new revenue opportunities
• Achieve true business insight and visibility
• Manage key sales KPIs
• Increase sales staff empowerment and morale
• Enforce a consistent sales process
• Improve personal productivity
• Achieve holistic view of customer needs
• Seamlessly track customer comms. and interactions
VP of Sales
SalesManager
Sales Rep
Key Benefits for IT
• Achieve rapid time to value
• Realize low total cost of ownership (TCO)
• Leverage consistent IT architecture & standards
• Adapt to the company as it evolves and changes
• Easily integrate existing applications and data• Extend the power of the Microsoft Dynamics CRM
• Adapt to the ever‐changing business requirements
• Track key KPIs and cross‐team workflows
• Improve relevancy via point & click customization
Chief Information Officer
IT Team Lead
BusinessAnalyst
EVIDENCE
Mid‐size CompaniesMid‐size CompaniesSmall BusinessesSmall Businesses Large EnterprisesLarge Enterprises
Global Customer Base
Customers in Action
Technology Retail
225 users
• Uses Microsoft Dynamics CRM to empower B2B sales consultants
• Helps them focus on improving productivity of sales representatives
Engineering Services
2,500 users
• Uses Microsoft Dynamics CRM as enterprise‐wide CRM system
• Helps them focus on back‐end system integration and complex CRM
Wealth Management
3,300 users
• Uses Microsoft Dynamics CRM for consultative selling
• Helps them focus on building stronger relationships with financial advisors
Raymond JamesRaymond James Best Buy For BusinessBest Buy For Business CH2MHillCH2MHill
Customer Perspective
“It’s given our advisors a daily
discipline for pursuing leads and
more time for personal
relationships with people. We can
identify our best sales people and
leverage their best practices”Equinox
“One of the things that really
attracted us to Microsoft [Dynamics]
CRM is that, combined with Microsoft
Outlook, it’s just like one product. In
anything else, you’d be duplicating
efforts in two separate products.”Whistler Tourism
“As the CEO of a global company, Microsoft Dynamics CRM allows me
to log in to all of our remote sites to get a snapshot of what’s going on. I
can get a real‐time snapshot of what any of my business units are
doing, any day of the week.”Commtech Wireless
Customer ROI
• 95% reduction in access time to customer data
• 10% improvement in time‐to‐customer quote
• 184% ROI achieved in 8 months
• 8% increase in staff productivity,
• 5% reduction in sales staff turnover
• $2.3 million ROI
• 85% reduction in time for processing big certifications
• 8% increase in 1st year of number of largest gift donors• 27% growth and additional $1 million in Membership of
Emerging Leaders Program
Partnering for Success
Software and Services Partners for Sales
DISCUSSION
APPENDIX
Why Microsoft Dynamics CRM
Microsoft Dynamics CRM delivers:
• An unparalleled user experience for sales professionals
• Choice of user access and delivery method
• Easy integration to legacy systems and data
• Consistent, workflow‐driven sales processes
• A full spectrum of sales intelligence capabilities from basic
queries to predictive analytics
Positioning Statement
For sales staff that value productivity and empowerment
and organizations that desire business agility, Microsoft
Dynamics CRM provides the best mix of relevant
functionality, unparalleled platform flexibility with the
broadest choices of access and deployment.
Microsoft Dynamics CRM for Sales:
Building a Sales Solution
29
Core components of a sales application include:
• Lead and Opportunity Management
• Account and Contact Management
• Territory Management
• Products, Pricing and Quotes
• Forecasting and Sales Analytics
Key Benefit Areas
• Workflow across Teams and Groups
• Tight Microsoft Office Integration
• Offline and Mobile Device Access
Commonly integrated components include:
• Sales Methodology Solutions
• Product Configurators
Microsoft Dynamics CRM for Customer Service:
Increased Personal Productivity
• Goal: Deliver a rich set of productivity featuresto allow sales reps to work more effectively
– Reduce time spent on data input and routine daily tasks
– Eliminate inaccurate/duplicated contact and account data
– Use the latest Office enhancements to drive sales effectiveness
• Key Capabilities in Microsoft Dynamics CRM– Auto‐correct on data entry for accounts, opportunities, and more
– Office and Outlook personal productivity enhancements
– Batch and real‐time data de‐duplication
– Improved mail‐merge functionality
– 360° activity management and visibility
Microsoft Dynamics CRM for Customer Service:
Coordinated Sales Response Management
• Goal: Easily manage the process of each stage inresponding to RFPs and other sales requests
– Define and manage specific tasks and signoffs for responses
– Coordinate contributions from multiple groups
– Optimize resources to maximize productivity
– Ensure high‐quality in every response delivered
• Key Capabilities in Microsoft Dynamics CRM– Intra‐team and cross‐team workflow
– Improved mail‐merge
– 360° activity management and visibility
Microsoft Dynamics CRM for Customer Service:
Global Team Selling
• Goal: Enable team‐based opportunity managementwithin or across regions
– Coordinate effectively on more complex deals
– Execute consistent processes across teams and roles
– Coordinate and track communications across teams
• Key Capabilities in Microsoft Dynamics CRM– Multi‐language, multi‐currency, and multi‐time zone support
– Presence integration for real‐time communication
– 360° activity management and visibility
Microsoft Dynamics CRM for Customer Service:
Complex Relationship Management
• Goal: Manage the complex real‐world relationshipsbetween contacts, accounts, leads, territories, & more
– Easily extend the sales system to reflect the complex relationshipsthat exists within your customer base and your sales organization
– Support complex business models and channels
– Analyze relationships across multiple data objects to determineemerging trends and opportunities
• Key Capabilities in Microsoft Dynamics CRM– Support for complex many‐to‐many relationships
– Full reporting for custom entities and across multiple entities
– 360° activity management and visibility
Microsoft Dynamics CRM for Customer Service:
Consistent Experience for Mobile Sales
• Goal: Deliver a productive sales environmentfor mobile field sales organizations
– Keep sales synchronized in Outlook, ready for mobile use
– Full access to from Outlook or other clients
– Analyze sales data offline or online
• Key Capabilities in Microsoft Dynamics CRM– Continuous background synchronization to Outlook
– Choice of mobile clients: Outlook, browser, or mobile devices
– Offline reporting and analysis
– Flexible options for email sending and routing
– Full remote access without a VPN
Strong Momentum in Sales
Source: Gartner Magic Quadrant forCRM Customer Service Contact Centers, 2007 [emphasis added]
Microsoft Dynamics CRM has
emerged as a market leader in
the sales management space,
driven by its ease of use for sales
professionals and by the
flexibility of the underlying SOA
platform.
SFA Customer Quotes
“This is the first time we are able to look at clients in a broader way and we
will know exactly what is happening with a client throughout our network. It
will definitely enable us to serve our global clients better.”ABN AMRO
“We’ve embarked on building a world‐class sales organization, and we couldn’t
have done it without a world‐class sales force automation tool. Microsoft
[Dynamics] CRM is playing a central role in achieving this goal.”Best Buy
“For the first time, we have handshaking between sales and operations.
Microsoft [Dynamics CRM] gives us real‐time intelligence from sales through
fulfillment. Life is better for our sales people and for our customers.”The Virginian Pilot
Top Related