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Dynamics Day 2014: Microsoft Dynamics CRM - Productivity Sales Accelerators
The document outlines a presentation by Steve Foster on enhancing sales productivity through Dynamics CRM and the Intergen Sales Accelerator. Key pain points in sales productivity include lost sales, inaccurate forecasts, and poor customer experiences, while the adoption of mobile and social tools can significantly improve productivity. The session aims to provide solutions and pre-configured tools for better sales outcomes and increased efficiency in managing sales processes.
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Dynamics Day 2014: Microsoft Dynamics CRM - Productivity Sales Accelerators
- 1. Productivity: Sales Accelerators Steven Foster, Dynamics CRM Product and Marketing Manager
- 2. Presenter Steve Foster CRM Product and Marketing Manager 15+ years CRM experience CRM Evangelist Microsoft CRM MVP & Microsoft Partner seller @FozzyNZ www.nakedcrm.com
- 3. Our Agenda CoreSales Outcomes Intergen Sales Accelerator
- 4. Objectives of thesession Talk to the pain points of sales Walkthrough core sales outcomes and how they might look Talk to Intergen’s sales accelerator Dynamics CRM – Productivity – Sales Accelerators | 4
- 5. What we hearall the time … Lost Sales Productivity; Increasing Bad Debt Unknown Financial Position RekeyingInformation No Single View of the Customer Business Applications Not Optimised For Sales, Marketing And Operational Excellence Difficulty Sharing Data Both Externally And Internally Into Excel Too Much Information; Too Many Places Ineffective Marketing Long Sales Cycles No Visibility Into Sales Pipeline; Inaccurate Sales Forecasts Business Applications Difficult To Use
- 6. Decrease time tovalue through a connected strategy c nnectedacross Sales Manager More productivity is needed! Businesses must be social Sales Representative mobile cloud information Mobile access increases sales force productivity by 14.6% Source: CSO Insights Adding social and mobile access capabilities to CRM increases productivity of sales people by 26.4% Source: Companies that adopt dynamic Nucleus Research sales processes show a 19% increase in quota attainment over those that don’t. Source: CSO Insights Percent of organizations seek improvement in forecasting and sales processes. 60 Source: CSO Insights Sales VP Source: IDC Research 72 Percent of companies are seeing and increase in sales cycle length. Customers 40 Percent of customers stop doing business with companies that deliver a bad customer experience. Source: Harvard Business Review 71 Percent spend too much time on administrative tasks. Source: The Economist Intelligence Unit
- 7. Productivity Mobility VisibilityInsights Dynamics CRM – Productivity – Sales Accelerators | 7
- 8. Sales Productivity Callon the right customers Call planning activity Visual Queues Tell me what I need to do Ease of Use Streamline Communications Easy to create and update Access Anywhere Sales mobility Make it easy to respond Consistency Process I understand Collaboration across teams Share and we shall conquer Dynamics CRM – Productivity – Sales Accelerators | 8
- 9. Sales Mobility ProductivityEnabler I can work while I am out Ease of Use Access anywhere on any device Delivers just what I need Remove the clutter Visual Queues Tell me something I do not know Connectivity when I need it Engage the Customer Improve the customer experience Online and offline access Record key activities Increases visibility Dynamics CRM – Productivity – Sales Accelerators | 9
- 10. Sales Visibility Collaborationacross teams Sales and Marketing working as one Ease of Use Easy to create and update Better Forecasts Easy to update and maintain My Sales Dashboard Keep it simple Consistency Visual Queues Tell me what I need to do Enter once, report multiple Call on the right customers Call planning is visible and measureable Dynamics CRM – Productivity – Sales Accelerators | 10
- 11. Sales Insight Easeof Use Easy to create and update Learn from the data Analyseand make sense, avgcall cycle, Industry focus, win rates Everyone Insights Give back to the data enters Make in Visual Tell me what I need to do Social Insights What are people talking about? Customer engagement How are our customers engaging with us Provide external insights Access big data Dynamics CRM – Productivity – Sales Accelerators | 11
- 12. Intergen Sales Accelerator Don’t re-invent the wheel Accelerate Outcomes Pre-configured solution Targeted Communications Includes pre-configured ClickDimensions Includes Mobility Increase productivity Due early 2015 Dynamics CRM – Productivity – Sales Accelerators | 12
- 13. Thank You SteveFoster CRM Product and Marketing Manager Steven.Foster@intergen.co.nz @FozzyNZ www.nakedcrm.com
Editor's Notes
- #6 Talking points: The challenges that we just mentioned can seriously affect your bottom line. Disconnected Data, sub-optimized business processes, and disparate systems hinder productivity and ultimately hurt the bottom line in many different ways: Business process silos increase operational complexity Disparate business systems drive costs up Scattered customer data and business information make it difficult to work as a team and present a unified face to customers. Failing to present a unified face to customer tends to affect customer perception. And customer perception, has a direct impact on customer loyalty, has an impact on the bottom line. If a customer has a good experience, the loyalty factor goes up and customers will likely tell someone else about their positive experience. However, the inverse is also true, if it’s a bad experience they will also let others know.