Setting Goals Forecasting sales Custom Opportunity Process

1. Sales Force Automation
Part - 3
MICROSOFT DYNAMICS CRM 2016

2. Setting Goals
1. Dynamics CRM includes functionality that allows anyone in the organization to track
goals.
2. To set goals, navigate to the Sales area and use the Goals, Goal Metrics, and Roll-up
Queries sub-areas to set and monitor goals.
3. Goals can be set for actual performance (for example, total revenues generated per
quarter) and for performance indicators (for instance, number of calls made per day or
number of new account records created).
4. Although goals are located in the Sales area, they can be used to set goals for any
Dynamics CRM user.

3. Forecasting Sales
1. The sales forecasting and pipeline management reports included with Dynamics CRM use the
information you populate on the opportunity form to calculate the forecast.
2. The probability assigned to each opportunity is multiplied by the estimated revenue to calculate a
field called weighted revenue.
3. For example, if you have an opportunity with $100,000 in estimated revenue and a 50 percent
probability, then the weighted revenue for that opportunity will be $50,000.
4. Forecast revenue is not intended to predict the likely revenue of a particular opportunity.
5. In most cases you will either win or lose an opportunity — you won’t win 50 percent of an
opportunity.
6. However, when you take the weighted revenue across all opportunities in aggregate, you can start
to get a sense of what your current pipeline is worth and forecast what revenues may be over the next
month, quarter, year, or more.

4. Custom Opportunity Process
• Plan your processes: we go over how to define your sales process. This is a critical step for
leveraging Dynamics CRM to accelerate the success of your sales process in terms of more
opportunities, with faster sales cycles and higher close rates.
• Add a stage pick list: You can add a pick list to the opportunity form to enable users to choose
which stage a sales opportunity is currently in.
• Automate probabilities: Using JavaScript you can change the probability field automatically
whenever the user changes the stage of an opportunity.
• Enforce consistent sales steps: Using workflows you can automatically assign tasks to a user
when an opportunity reaches a specific stage. Similarly, you can automatically advance an
opportunity to another stage when specific tasks are completed.
Your organization can change the opportunity form and configure custom workflow processes to
streamline the opportunity management process. How you configure opportunities will depend upon
your unique sales processes, but here are a few suggestions to help you consider the options:

5. • Use stages in your workflow: The default sales pipeline report requires using stages in your
opportunity workflows in order to properly report on different sales processes. Take advantage of this
functionality to report on different sales processes within your organization.
• Get smarter: Most businesses make educated guesses at the probability of winning a sale.
• After you have been using Dynamics CRM and following a consistent sales process for a number of
months, you can remove the guesswork.
• Run audit reports to determine exactly what your close probabilities are and update your
processes accordingly.