Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers; they know how long a deal takes to come to fruition, the length of the sales cycle, the dollar value of the average deal, and so on.
However,successful sales leadership demands a deeper awareness of what is going on within the sales organisation. Microsoft Dynamics CRM has many ways of helping a Sales Manager get real time Business Intelligence about what is happening within the sales team. In this ebook, I look at five ways that Microsoft Dynamics CRM will help you measure the achievement of your sales team across parameters other than top line sales value. Once you can measure something you can manage it. Until you can measure something you can only make vague changes.
Because we are looking at real time information, these reports can be used immediately within a sales meeting – neither the sales person nor the manager has to spend time creating the report as a separate piece of work.
Some questions that your CRM should help you with include:
And having all this information, in real time, and without any additional effort makes conducting effective sales meetings much easier.
To read the rest of this ebook, please download it here
Opsis is an expert Microsoft Dynamics 365 CRM consulting company. We are not an IT company, nor a management consultancy, although we often work with both of these. Our focus is wholly CRM success, with Microsoft Dynamics 365. We are based in Sydney, NSW, with clients in Sydney, Canberra, Melbourne, Brisbane and across Australia. Our range of Microsoft Dynamics 365 services include CRM strategy, CRM scoping, Dynamics 365 implementation, technical support and Dynamics 365 training.