Explore a Dynamics 365 Sales business scenario
Contoso Coffee is a global coffee distributor. They produce their own line of gourmet coffee, and residential and commercial coffee machines. Their gourmet line of coffee and their coffee machines are sold through retail channels including Contoso Coffee retail stores, which are often located in premium locations, premium food resellers and the Contoso Coffee web site. Contoso Coffee employs a sales staff who is responsible for selling their products.
Consider a sales associate for Contoso Coffee who manages several hundred different accounts. They don't typically spend much time in the office. Generally, they work remotely while they visit customers and manage their accounts. In addition to managing their current customer base, the sales associate is often assigned new sales leads as they come in from marketing.
Recently, Contoso Coffee’s marketing team ran a successful marketing campaign focused on generating leads for Contoso Coffee’s new A1 100 smart coffee machine. The A1 100 is a commercial coffee machine that would be in places like bistros and cafes. Historically, when the sales associate is assigned a large number of leads at one time, their qualification rate is only about one percent. When they're assigned a more manageable number of leads, that number goes up to roughly seven percent. When the sales associate has time to nurture these leads and focus on the necessary tasks to qualify them, their qualification rate improves significantly.
Contoso Coffee realized that they needed to improve their lead qualification rate while also improving the efficiency of their sales staff to realize revenue gains. Contoso Coffee therefore decided to roll out Dynamics 365 Sales to their sales staff. They're going to use business process flows and the Dynamics 365 Sales sequence feature. Sequences are a set of consecutive activities that sellers follow during their day. For example, a lead nurturing sequence might start with an introductory email, and then with a follow-up email five days later to ensure that you're staying engaged with the customer. By using business process flows and sequences, Contoso Coffee can ensure that their sales staff is able to follow all the steps to effectively develop new leads.
Like all salespeople, the sales associate has a sales quota that represents the amount of revenue they need to generate during specific timeframes. In the past, it was hard to track their progress towards their quota as they work with approximate values, and not actual pricing based on the specific products that they're proposing for the customer based on their needs. By using Dynamics 365 Sales and its included product catalog, the sales associate can easily add products and quantities to opportunities. As the opportunity moves through the sales process, those products automatically move to other records such as quotes, orders, and invoices. This automation helps to not only save the sales associate's time, but also helps to ensure that products and quantities are correct on orders.
Dynamics 365 Sales business scenario
Now that we saw a little on how Dynamics 365 Sales can help John qualify more deals, let’s take a deeper look at some of the components of Dynamics 365 Sales.