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Dynamics 365 Sales Insights: Outstanding Features for your Business
Tuesday, November 28, 2023
Reading time: 4 minutes
Sales teams need to be able to actively react and adapt to a changing environment. Dynamics 365 Sales is the main tool that allows teams to track all sales activity, and there is a huge demand to see statistics, metrics, and meaningful insights for their current situations and to inform future actions.
There are nice features available with no additional costs within Dynamics 365 Sales licensing. Basic features include assistant cards, auto-capture, email engagement, and even some sequences. There are also premium features with advanced AI, including assistant, notes analysis, relationship analytics, who knows whom, and predictive lead and opportunity scoring. There are many other features available, but here we’ll highlight a few of the main ones and what can be achieved with them:
Predictive Lead Scoring
Predictive Lead Scoring: Using advanced analytics, sales teams can prioritize leads most likely to convert into customers based on historical data and customer interactions.
To effectively train the model using historical data, it’s crucial to have a substantial number of leads. Your organization should have generated and concluded a minimum of 40 leads that were deemed promising and 40 leads that were rejected within the chosen timeframe specified in the “Train with leads from the past” section of the scoring model. This timeframe can span from three months to two years. Including as many leads as possible in the training dataset enhances the accuracy of predictions.
The main recommended data fields for predictive lead scoring include lead source, topic, address, and industry.
What is the result of scoring? On the lead form you can see scores with the details, decreasing or increasing actions with comments comparing them to similar leads or deals.
Relationship Analytics: This provides insights into customer relationships, helping salespeople understand the health of their relationships with customers and suggests actions to take to strengthen those relationships.
Relationship analytics uses the activity history of a seller with a contact or account and calculates KPIs based on their interactions. The KPIs are available at various levels such as contact, account, opportunity, and lead. The graphical display of the KPIs helps you quickly identify relationships that need to be nurtured and the KPIs to be improved.
What is the result of analytics and how/where do you see it? There is a separate standard form configured for leads, showing insights. This form includes client contacts with total emails, phone calls, or appointments done.
Also, relationship health is shown in the lists of all leads with colors (good = green or poor = red) to easily identify if any actions are needed. This data is calculated by combining lead, contact, account, and opportunity data. To gather analytical results, it is important to track all activities with the customer in one place.
Another nice feature is Email Intelligence. This feature helps with tracking email interactions. It can track when emails are opened when the links within emails are clicked, and provides insights based on recipient engagement.
Email intelligence includes impressive features like displaying the business hours of the recipient and setting reminders for follow-up. Also, email intelligence can show how many times an email was opened, how many times an attachment was viewed, or how many links in the email were clicked.
Where is this information available? All the information is visible in email form in the CRM or in Customer or Contact timeline view.
Notes analysis requires a premium sales license, but it offers suggestions for actions based on customer-related activities. When you create an activity, such as an appointment, email, phone call, task, note, post, or custom activity, the notes analysis feature analyzes the description provided in the activity and gives you intelligent suggestions. With analysis, the text in the activity is highlighted and when selected, suggestions are displayed. These suggestions include creating activities, tasks, contacts, meetings, or any other Customer related actions.
Where can you see the analysis of notes? Look in the lead, contact, or customer timeline to see a suggestion window with some actions. For example: “Shall I create a phone call?” saves time by requiring fewer steps in your daily routine with Dynamics 365 Sales.