When it comes to increasing revenue in companies, everyone looks to the sales manager, right? Because more sales mean more revenue. And yet, that’s not necessarily the case. There are all kinds of sales-related factors that can actually cause your revenue to drop instead of rise. Below, we’d like to explain what those are and how using Microsoft Dynamics 365 Sales can help increase your revenue.
How Outdated Sales Practices Are Causing Your Revenue to Drop
Some sales managers have lost control recently because their sales teams are reporting in an increasingly diverse range of formats. One might send a forecast in Excel, while another sends a sales update in Word. It’s not easy to maintain an overview and accurately assess sales opportunities this way. And what if an account manager leaves the company? What exactly did he agree upon with his clients?
Account managers at small and medium-sized businesses often spend a lot of their time on so-called ‘leads.’ However, these leads turn out to be poorly qualified, and the ‘blame’ for this is often shifted to the marketing department. So Sales and Marketing don't see eye to eye when it comes to the definition of a high-quality lead. Possible reason? Both teams work in different systems.
Finally, companies sometimes lose revenue because customers feel they aren’t being understood—perhaps because the account manager isn’t aware that a complaint was reported to the service desk, for example. Especially in this digital age, when everyone is connected, customers find this unforgivable. And, actually, they’re kind of right…
Microsoft Dynamics 365 Sales as a solution
But how do you overcome all these pitfalls and, as a result, increase your revenue? Implementing a good CRM package, such as Dynamics 365 Sales, could be the solution. It allows you to manage and optimize all your customer relationships in a single, easy-to-use platform. Below, we list some of the key benefits of Microsoft Dynamics 365 Sales.
Building Connections
The more customer data is consolidated in one central location, the more professionally you can respond to customer inquiries. And that is exactly what Dynamics 365 does.
Everyone is always ‘in the loop’ because all information is shared across the various departments. This makes it easy for the sales team to see if a customer still has outstanding invoices from, for example, Dynamics 365 Business Central, whether a particular prospect has opened a marketing email, or what the issue is for which a ticket is open in the back office.
Information such as appointments, notes, shared documents, and more is also kept in one place. And thanks to the integration with Outlook, all emails can be automatically linked to the correct account in Dynamics 365 if desired. This creates a clear, chronological overview of every touchpoint, which helps with sales. And if certain files are shared or transferred, you don’t lose any prior knowledge.
With Dynamics 365, you can also easily assign tasks to one another, making it simple to distribute the workload without having to send dozens of emails back and forth.
The integration between Dynamics and Teams, on the other hand, is perfect for connecting the sales team with other departments. You can start a Teams chat about a record while you’re working in Dynamics 365, and you can create or join a meeting directly from your CRM system. Also Make calls via Teams You do this from within Dynamics 365. That way, you don’t have to switch between programs all the time, your calls are automatically recorded and linked to the corresponding record, and your notes taken during a call are immediately saved in the right place.
Social Selling
To give your sales an extra boost, it’s important for the sales team to get to know their prospects well and understand their organizations and needs. Thanks to the integration of Dynamics 365 with LinkedIn It's very easy. For example, LinkedIn information about people and companies is immediately visible on your Dynamics 365 records and you can find out how people on your own team are connected to your prospects. That, of course, helps you make a good introduction. The InMails you send and all other contacts you have through Sales Navigator are also logged directly in Dynamics 365. This makes it easier for your sales team to build and maintain relationships with customers.
Custom dashboards
Thanks to the easy-to-read dashboards you can build in Microsoft Dynamics 365, you can view key data at a glance and share it with anyone who needs to see it. Sales teams gain insight into their activities and performance and can plan their work more effectively. They know at all times what’s in their pipeline, which new customers they’ve brought on board, and which tasks are scheduled for each day. For the sales manager, having all this information in one place is a game-changer. By analyzing the dashboards, they can gain key insights and then set targets, guide their team, and identify opportunities.
Is Microsoft Dynamics 365 Sales right for you?
Implementing a CRM package such as Microsoft Dynamics 365 It can therefore be a real asset in optimizing your sales team's performance. Interested? We'd love to talk with you in conversation to help you get started.
