Sales is a street to corporate success when nurtured with good customer relationships and quality service. This is the reason the reliable data analysis of CRM sales always supplements smart business decisions of smart corporates.
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CRM or customer relationship management eases the sales force’s job by providing them with easily accessible client information. The sales team can well customize all this information for a one-to-one personalized approach. Its AI integration provides real-time analytics to the marketing and sales team for ensuring business improvement.
Did you know?
CRM systems can enhance sales team productivity by 34%. (Hubspot, 2019)
Companies with CRM have increased their sales forecast by 42%. (VARStreet, 2020)
All the above statistical facts related to CRM sales emphasize the need to understand the Dynamics of the CRM sales process. So let’s begin;
The Dynamics of the CRM sales process are all about nurturing the life cycle of a potential sale opportunity from the point of lead generation till sales closure. With its sales automation and integration feature, the CRM sales process can easily track the sales and follow up with clients regularly.
Here’s an overview of the Dynamics CRM sales process:
1. Lead capture
A lead refers to an individual or an organization who has shown interest in your product/service by providing the contact details or interest for further communication. The marketing and sales team capture these leads using trade shows, advertising(Online/Offline), direct mailings, or other marketing campaigns.
After lead capture, the salesperson needs to qualify the leads through regular follow-ups via emails, phone calls, etc. CRM sales tool systematically stores the collected data. Even when the leads get disqualified, CRM stores the information of those leads for future reference.
2. Account creation
An account is a general term used in business for those leads with which the organization has an established relationship. The accounts can be in form of partners, vendors, organizations, or entities. The accounts department stores all the information related to the vendor.
3. Contact setup
We refer customers or associates of customers as contacts. Certain accounts can also form part of the contract group. But B2C organizations treat only customers or their respective associates as contacts. They deal with individual customers only. Since contacts in the Dynamics CRM sales process integrate with contacts in Microsoft Outlook, any contact changes made in the CRM records get automatically uploaded on Outlook.
4. Opportunity management
In Dynamics CRM, the term opportunity refers to the probability of sales closure. Opportunity refers to the core sales records. We enter such opportunities in the CRM data and then forward them to the sales manager who takes further action on the opportunity sales.
CRM sales process makes it easier to track the back history of every opportunity sale, in terms of lead generation and follow-up. This also makes it easy to judge the success ratio of the relevant marketing efforts. This will also help the organization in identifying the reasons behind lost leads. Once the team wins the lead, the order gets placed automatically.
5. Product catalog
Preparing a product catalog that is in line with territory-based pricing, product or price bundles, discount lists, and more is a challenging task. Therefore, for quotations and opportunity dynamics, CRM sales refer to the ERP software of the store products. The product catalog helps create the invoice, quotes, and orders. Companies can also include the product substitutions, and highlight cross-sells and up-sell sales processes.
6. Quote management
Quote refers to a detailed listing of products with their respective prices and discounts. This helps the consumer to evaluate the options before finalizing any one product/service. Dynamics CRM helps to create this quote in two ways: through the opportunity dynamics where the pricing gets calculated by the system and secondly as a completely new quote.
7. Order management
In the Dynamics CRM sales process, the order gets created by simply selecting the create order tab. Order of a product means that now the product needs to be shifted to the logistics department for dispatch.
8. Invoice management
In Dynamics CRM sales, an invoice gets generated once we place an order for the product. The person can create an invoice from a specific order screen. If not, he can navigate to the invoice section to create a new invoice. There is no limit to the number of invoices created for a particular order.
9. Sales business process
Every organization has its own specific business process model to collect sales information and close a sale. The Dynamics CRM business sales is a clear and direct sales business process that can fit the business model of any organization.
Benefits of using dynamics CRM sales:
1. Ease of data management:
With the application of Dynamics CRM sales, you need not struggle with the challenges of importing and organizing customer data. Everything gets automatically managed and made available to the professional while and when dealing with the respective customer.
2. Provides the right approach for telemarketing:
Making a sales call is one of the most traditional and result-oriented ways to gain leads. Dynamics CRM sales thus, save the time and energy of executives by providing them with conversational tips and tricks to qualify leads and benefit from competitive advantage.
3. Ease of integration and convenience:
Sending quotes, emails, RFPs and more is no more a desk job. CRM sales have made all such tasks well-integrated and mobile-friendly. As a result, the sales and marketing team can access the data easily from any device and any place.
4. All stage tracker:
CRM sales provide deep insight into all the steps and stages of a sales funnel. This makes it easy to tailor craft every next step of the sales process in accordance to the need of an hour.
5. SWOT analysis:
While emphasizing the core responsibilities of the business, it might become difficult to keep track of the competitors. But Dynamics CRM takes care of even this aspect of marketing. It provides a complete data analysis of the strength, weaknesses, opportunities, and threats regarding the prime competitors of the business.
6. Real-time sales dash-board
Dynamic CRM sales ensure the salesperson is ever ready with a real-time sales dashboard to successfully close the sales. This sales dashboard comes with real-time data related to KPI graphics, statistics, charts, and more.
Get an insight into the social media marketing ranking of your product and service with Dynamics CRM sales. Get leads and convert cold leads into sales through social media, with the help of CRM sales.
Wrap up!
Dynamics CRM sales is a great means to collect, organize, qualify and acquire leads that reach the buying stage. It provides a much-needed competitive advantage. Because Dynamics CRM sales is a cloud-based user-friendly system, it integrates very well with Office 365 and Microsoft Office. It makes accessibility of the most crucial data chaos-free.
So being a futuristic sales-driven firm, are you ready to elevate your sales with technological ease?
If yes!
Contact Software Suggest for all the doubts and guidelines to choose the best CRM for your sales.
Jainy Patel is a content editor having over 7 years of experience in the B2B & SaaS industry. With a keen eye for detail, she’s always striving to create content that resonates with the target audience. Her interests include reading, traveling, and staying up-to-date with the latest marketing trends.
