Overview & Challenge
The Client is a leading IT company in Europe, existing on the market for more than 10 years, focused on providing an outstanding value to their clients in the USA and Europe. The Client’s success comes as a result of the long-standing relationships that they build with the clients, their integrity, and dedication. Their project portfolio includes clients in various industries and sizes.
The Sales department of the Client includes more than 5 salespeople responsible for winning, keeping, and maintaining opportunities. As the team gets bigger, so does the need to monitor and keep track of all the activities increases and becomes a burden. Additionally, there is a lack of information which makes it hard for the Sales manager to create forecasts and predict revenue in the short-term and long-term periods. What the client needed was a solution that will provide thorough information on the opportunities and their current status and will enable the Sales Manager to make forecasts, note risks, weaknesses, and problems before the contract is closed as lost.
Solution
The solution included implementing Microsoft Dynamics 365 – Sales, which gathers all information of the accounts and contacts, keeps them in one place, and enables the sales team to base their decisions on insights. To configure and activate the forecast ability, hierarchy and setting positions were created. Once the forecast was created, and the position of each sales member was defined, a dashboard with all necessary calculations was created.
With this forecast, the sales manager got transparency in the work of each team member, and the work of the entire sales team has been facilitated.
Business Outcomes
By implementing Dynamic365 – Sales pack, the client ensured that all data is in one place all the time. Additionally, the custom dashboards provide a thorough view over all opportunities based on a quarterly or annual basis.
Key benefits:
- Guided, custom business processes that accelerate the closing of the deals;
- Availability regardless of the place and time;
- Real-time monitoring of results;
- A quick analysis by using prebuilt templates;
- Increased team transparency and facilitated sales teamwork.
