Customising sales process flows effectively in Microsoft Dynamics CRM is fairly straight-forward, but without allowing users to go through the same stages and processes you could be using CRM ineffectively for your business. We’ve written a short piece on some simple steps to follow when customising and modifying sales process flows in CRM, so you can ensure your business reaches its maximum potential.
The Microsoft Dynamics CRM business process opens up exciting opportunities for modelling business processes, particularly in sales. This allows companies to monitor steps at each stage of the sales process, an excellent guide for sales representatives and sales management alike. Business process flows enable sales representatives to efficiently work through the process, with the ability to work through any items or checklists completed at each stage quickly and orderly. This is also helpful for sales management, and can be used as a coaching tool.
In Microsoft Dynamic CRM, the standard functionality already includes default business processes that relate specifically to the sales process. These include Lead to Opportunity Sales Process and Opportunity Sales Process, which can be personalised to suit your individual business. In order to do this effectively, create a copy of the standard process and then modify this copy.
Unsurprisingly, the Lead to Opportunity Sales Process is used to model the sales process that starts with a lead, and then moves through to the Opportunity Sales Process stage. Once the lead sales stages have been completed, the user will move on to complete the stages within the opportunity entity.
The Opportunity Sales Process is used to model the sales process that begins with the opportunity. This process then follows through the various stages of the opportunity sales process. Both Lead to Opportunity Sales Process and the Opportunity Sales Process are used in conjunction with each other, and are particularly useful to organisations that utilise lead entity in order to track prospects in CRM.
If an opportunity is for an existing account, you would normally create an opportunity for that account using the Opportunity Sales Process Flow. Most organisations modify these processes to suit their individual sales process, including modifying the stages, steps and the corresponding fields associated with each stage. When personalising these stages, be sure to modify both the Lead to Opportunity Sales Process and the Opportunity Sales Process, so the changes match each other. This will make sure that all users follow the same stages regardless of what process they are following.
These are just a few tips to make sure you use Microsoft Dynamics CRM effectively for your business. If you would like some more information about CRM business process flows, check out our other blogs (links here).