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Integrated Sales Features
Sales force automation should make your job easier—not
create more work. That’s why Microsoft Dynamics™ CRM
offers flexible, familiar, and robust capabilities that
integrate seamlessly with your systems, allowing your
reps to jump right in.
Help your team save time, spotlight
opportunities, improve relationships, achieve goals, and
ultimately fuel sales success, quickly and easily.
SEAMLESS OFFICE INTEGRATION
Native Microsoft Outlook experience:
Use customer database software - that sits neatly
alongside Microsoft® Office and Microsoft® Office
Outlook®—the applications you probably use every day.
From Outlook, access Microsoft CRM sales, CRM marketing,
and CRM customer service modules to make sales
decisions, market products, solve problems, and get
strategic views of your business.
IMPROVE PRODUCTIVITY
Familiar user interface:
Get sales lead management within a single business
application that you already know. All your Outlook
information, like e-mails, calendar, tasks, and contacts
are automatically synchronized with your Microsoft
Dynamics CRM database.
Simplified e-mail management:
Promote single or bulk emails from Outlook to Microsoft
Dynamics CRM automatically. From smart e-mail matching
and tracking systems, to support for non-Exchange mail
systems such as POP3 accounts, your e-mail process will
be more seamless than ever.
Correspondence and mail merge:
Create and send e-mail to your targeted prospects and
customers with customizable templates, or design print
communication materials and send with Microsoft Word
Mail Merge.
Anywhere, everywhere access:
You’re never far from the functionality of Microsoft
Dynamics CRM. Your team can access robust functionality
offline or work from any location using the Web client
or a Pocket PC device with Microsoft Windows Mobile®
software. Your team can use the web based CRM to update
records, study customer data, carry out analysis, and
print quotes even when they’re working offline.
Better data management:
Use the wizard-based Data Migration Manager to easily
migrate data from your existing systems. And keep your
data clean, with robust data cleansing capabilities that
help you perform bulk processes like purges, data
duplication detections, real-time duplicate detections,
de-duplication capabilities, opt-in/opt-out management,
and record deletions with our data management tools.
Marketing campaign management:
Give all your sales people the power to quickly set up
and execute a targeted marketing campaign on the fly via
a guided Wizard. Plus, it’s a snap to integrate customer
records to marketing lists and define and export/import
security roles and system settings.
Calendaring:
Stay on track with a calendar that supports different
time zones. Time data is always accurate, no matter
where your users might be.
Sales process management:
Keep your selling processes consistent and efficient.
Use workflow rules to initiate, track, and close
sales—and save your team valuable time and effort.
BETTER CRM
Complete customer view:
Improve your cross- and up-selling capabilities by
understanding your whole customer. You’ll see a holistic
view of every customer, with account activity and
history, contact information, detailed notes,
attachments, communications, open quotes, pending
orders, and invoices at your fingertips. Robust
relationship mapping, team account, and reference
management features also give you a better look at your
customers—so you can focus on delivering world-class
customer satisfaction, every time.
Relationship tracking:
Simplify tasks by easily adding, tracking, and editing
relationships between your contacts, accounts, and
suppliers. You can even define relationship hierarchies
between companies or individuals, or create new types of
relationships intuitively from the user interface.
ACCESS SALES INFORMATION
Quotas:
Measuring your teams’ sales performance against quotas
is simple through configuration. Once you’ve set goals
and closed deals, Microsoft Dynamics CRM credits them
against the assigned quota.
Sales literature:
Create, manage, and distribute a searchable library of
sales and marketing materials, including brochures,
white papers, and competitor information.
TRANSFORM INFORMATION INTO SALES INTELLIGENCE
Business evaluation:
Create, view, and sort a wide range of reports to
identify trends, measure sales forecasting activity,
track sales processes, and evaluate sales performance.
Easily share reports with co-workers.
Make data relevant with dashboards:
Create insightful and focused dashboards for executives
and top constituents that adeptly highlight key sales
metrics and performance indicators.
BOOST SALES FORECASTING
Reports:
Leverage over 40 standard out-of-box reports or create
custom reports that meet your unique needs.
Additionally, the Report Wizard makes it easy to create
custom reports—then share, publish, or edit it as
needed. Reports can be viewed, sorted, and filtered to
identify trends, measure and forecast sales activity,
track sales processes, and evaluate business
performance.
Quick campaigns and sales campaigns:
Use easy-to-use wizard-driven tools to keep your
customers informed and aware of your latest products and
services.
STEP UP LEAD MANAGEMENT
Lead capture and import:
Lead management software allows you to create, delete,
copy, and relate leads manually or automatically via
pre-defined rules. Additionally, the robust Data Import
Wizard, allows you to quickly and seamlessly import
external data sources. And once the lead is in the
system, you can use the deep opportunity management
capabilities to track and take action against it
throughout its lifecycle.
Lead routing and management:
Track information on prospective customers, then qualify
and assign inquiries. Sales force automation allows
every lead to be automatically routed to the most
appropriate salespeople or teams. A powerful Workflow
engine helps you easily set up rule-based routing and
assignment options.
Prospecting:
Begin tracking sales leads through an intuitive
interface that lets you segment data, create lists of
prospects, and run queries on key customer attributes.
Sales Lead Conversion:
Easily convert qualified sales leads to opportunities
without reentering data, then track your opportunities
throughout your sales cycle.
Qualification and scoring:
Create lead qualification processes that all reps use,
and keep your team focused on sales. There are lead
management capabilities around qualifying,
disqualifying, closing, reactivating, and scoring leads
to ensure consistency.
Sales and marketing list management:
Import purchased sales and marketing lists to fuel your
sales efforts. Which lists work best? Microsoft Dynamics
CRM lets you measure effectiveness and maintain the best
for annual sales campaigns.
EFFECTIVE SALES LEAD MANAGEMENT
Opportunity roles and relationships:
Build and manage sales relationships that can grow your
business. Connect your sales professionals to decision
makers, influencers, and financial stakeholders within
sales opportunities.
Deal tracking:
Capture key deal information including contact
information, revenue projections, probability, product
mix, and close dates. And no matter where you are in the
process, you can copy, relate, close, and re-open
opportunities.
Competitive intelligence analytics:
Track all your competitors—or just one. Assess why you
won or lost a deal. Track the reasons, and use the
Strengths, Weaknesses, Opportunities, and Threats (SWOT)
analysis worksheet to get a handle on all your important
competitive information.
Territory management:
Develop territories for salespeople, enabling them to
manage and evaluate a territory-based sales processes
with workflow rules and reports.
Task management:
Create, track, assign, and share tasks via an interface
you already know and use—Outlook. It’s easy to manage
reports that show which opportunities are getting the
most activity.
Product catalog:
Simplify your sales team’s job with a full-featured
product catalog that includes support for complex
pricing levels, multi-currency details, units of
measure, discounts, and pricing options.
Workflow and rules:
Create custom workflow management system rules with
triggers based on any business event or period of time,
then follow up with auto-response e-mails to customer
requests. Workflows also allow you to automate lead
routing, notifications, and escalations.
Quote and order management:
Create and convert quotes to orders with comprehensive
quote, order, and invoice functionality. You can create
and present quotes, orders and invoices, then store
multiple versions with opportunity records. Orders can
be built in MS Word or Excel. It’s never been easier to
track and manage orders throughout their life cycle and
sales process.
MANAGE YOUR PIPELINE
Pipeline tracking:
Perform complex pipeline queries to determine actual vs.
estimated data. You can also leverage detailed reports
on topics that matter to your business, including stage
of opportunity, probability of close, anticipated
revenue, or neglected leads.
Lead source effectiveness:
Use out-of-box reports—featuring segmentation of leads
and comprehensive analysis—to improve your lead
management effectiveness.
Win/loss perspective:
Leverage reports, queries, and analysis of the deals
you’ve won or lost at the individual customer or
aggregate level to get a better understanding of your
strengths and weaknesses.
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