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In briefShow moreShow lessThe webinar is the second part of a series on Dynamics 365 Sales and focuses on how salespeople use the solution in their day-to-day work.
- The webinar is the second part of a series on Dynamics 365 Sales and focuses on how salespeople use the solution in their day-to-day work.
- Participants get to see the entire sales process, from lead through opportunity and quote to order submission.
- As an enquiry progresses to a quote and an order, the next colleague needs current information about the customer and the agreement.
The story
The webinar is the second part of a series on Dynamics 365 Sales and focuses on how salespeople use the solution in their day-to-day work.
What this means for the work
Participants get to see the entire sales process, from lead through opportunity and quote to order submission.
Outlook is used as the starting point for the salesperson’s day, with close integration with Dynamics 365 Sales and the calendar.
The demonstration or announcement describes platform capabilities; it does not show that every organisation will obtain the same result. Forrester reported high CRM adoption but low overall satisfaction in August 2023, a useful counterweight when assessing new features.
A 2022 Forrester analysis linked weak CRM outcomes to unclear strategy, insufficient governance and poor change management. Technology has to be tied to defined processes, roles and outcomes. Training and follow-up after launch are part of the implementation.
A bounded trial is often more informative than a long feature list. Leaders can choose one process, agree what data must be recorded and measure whether the work becomes easier or more accurate. Integration, access control and long-term process ownership should be decided at the same time.
Sources and perspectives
ProsessPilotene: Sales process from first enquiry to order demonstrated
Forrester: High CRM Adoption But Low Satisfaction (15 August 2023)
Forrester: Poor Change Management Kills CRM Success (3 October 2022)
Forrester: Knowing When To Migrate To An Industry CRM (26 April 2024)
Further reading
Read the detailed guide
Practical follow-up
As an enquiry progresses to a quote and an order, the next colleague needs current information about the customer and the agreement. The demonstration followed these transitions. Shared recording practices make the next person's responsibility easier to see.
Join the discussion
Where in your sales process do you spend the most time on manual follow-up? Share your experience.
