As you may or may not know, Microsoft has recently announced what new & improved features will be coming to Dynamics 365 as part of the Wave 1 2023 update for April.
We’ve covered specifically some of the new & improved features that will be coming to Business Central in our previous blog.
In this blog article, we will turn our attention to showcasing some of the highlights for Dynamics 365 /CRM.
Dynamics 365 Sales
Manage opportunities more effectively using the new pipeline view
This new and improved opportunity view within Dynamics 365 Sales will make it much easier for you to have a comprehensive overview of both your pipeline and the ability to manage your opportunities much easier and more intuitively than ever before.
To go into this in more detail as a seller you will be able to:
If you are an admin, you will be able to do the following:
Configure forecasts for multiple business units
As many of us already know, companies with several business units (BU) have to define different forecasts for all BUs to track, monitor as well as to provide targeted help. Businesses have to be able to easily track forecasts at department level to gain a comprehensive understanding of how each department is performing & to enable them to develop data-driven strategies.
To go into this in more detail as an admin or forecast manager, you will be able to:
If you are a seller, you will be able to:
Improve forecast accuracy with both yearly and weekly forecasts
Businesses track their sales objectives at different points and would love the ability to be able to forecast where appropriate. Sellers will now be able to add to their quarterly and monthly forecasts with a yearly one too that surfaces the process and projections for the whole year. As well as this, weekly recurrences can be easily adjusted for sales teams with short sales cycles to easily measure weekly sales goal progress.
If you are an admin or forecast manager, you will be able to:
If you are a seller or sales manager, you will be able to:
Sales execution and sales force automation
Stop duplicate record creation to improve data integrity
You will notice that sales teams need extra help when it comes to identifying duplicates and those that need to be resolved. As well as this, there is more of a need to stop the creation of such records in the first place to improve the overall accuracy of the data. You will find that with this new feature, certain users such as sales operations will have greater visibility into the health of the sales data and the sellers will get warned when a duplicate record has been created.
If you are an admin, you will be able to:
If you are either a seller or a manager, you will be able to see:
Visualise key stakeholders and take action through the smart organisation chart
Being able to put together the right kind of engagement plan is vital to be able to reach out to the right stakeholders. It is often the case where account team members need to be helped to highlight the right stakeholders in a business for their deals. Sellers on the whole are likely to engage with a small percentage of the buying committee which could result in missed upsell/cross-sell opportunities.
There is a requirement that needs buyers' roles to be captured easily as well as a requirement to see a snapshot of the contact’s activity levels with your business to see if that specific stakeholder needs more engagement. You will find that with the new org management feature, you have the ability to build and visualise your customer organisation to enable you to maintain a healthy business relationship.
This will mean that you will now have the following capabilities:
Automate the creation of follow-up tasks
If you work in sales, you will notice that you are reminded about follow-up tasks via all kinds of channels such as calls, messages as well as emails. Manually creating these reminders is painful and can be missed and follow-up tasks should not become a chore.
You will find that with this new AI feature, you will be able to easily automate the creation of follow-up tasks, giving you extra time to prioritise more important tasks to stop things falling by the wayside. Better still, the system will automatically capture follow-up tasks from other Microsoft 365 applications then gently remind you which will help you to work towards completing them.
If you are a seller, you will notice that:
Recommendations for cross-sell and upsell opportunities
Through this feature, you will find that AI-based product recommendations will use historical data to suggest the right product that considers historically successful deals for upsell and cross-sell opportunities.
Next action suggestions
The ‘up next’ form widget will display upcoming actions for the record on accounts, opportunities, and other sales records in addition to scheduled activities which have yet to be completed. This will also highlight AI-based suggestions that are surfaced from recent emails and call summaries.
Some of the suggestions could be as follows:
New capabilities in the latest update will enable sellers to engage with contacts via SMS and receive real-time notifications for incoming replies. Once released, administrators can allocate specific numbers to teams or individual users for SMS.
If you are a business that needs help with upgrading to the latest version of Dynamics 365 or are looking to implement Dynamics 365/CRM for the very first time through one of our Quick Start CRM packages then feel free to reach out to one of our team.
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