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97 - CRM in Dynamics NAV 2018 Pt. 3


97 - CRM in Dynamics NAV 2018 Pt. 3        

Today what we're gonna do is actually dive into another part of CRM or dynamics NAV CRM, we just went into segments which are fantastic campaigns include segments and those segments can be subsections of the contacts in the campaign and then we can do things with that like mail merge or print out labels or something like that.

Opportunities
The thing we are going to do is opportunities, so NAV has opportunities, so if a salesperson is chasing a big deal and it's taking a little time for it to be closed, so it's sort of a long sales cycle, we will generate an opportunity for that to keep track of what we are doing or how we are doing with these opportunities, so if we look at the system here.

I’m logged in as the sales and relationship manager and I can see that I already have opportunities as styles here. I have open 35, one that is due in 7 days, overdue opportunities are 14 and closed are 15. So if I look here at the overdue opportunities, I can see that there are deals that are in progress and I can see that they are in different sales cycles stages. They have certain values, they are completed differently, and chances of success are here, etc. There is some statistic on all of the deals that are in the sales cycle so you can get an Idea of the pipeline and that's when in sales we call the pipeline.

Pipeline
A pipeline is basically the number of opportunities that are actually active and they are in different stages. What I’m gonna do is go ahead an actually create an opportunity to show you how that sort of works. If I go into opportunity here, this is new opportunity, we are gonna set up a coffee stand, for 2 weeks at a certain location, it's like a pop up coffee stand, and we are doing this for the add-on Marketing, and its Peter Sadow who is going to be in lead here, and here we have sales cycle, We have to decide how is this sale gonna behave?, it's it going to be a large account? Or a small account? or is it an existing customer? like an up sell and we are working on selling them something more.

In this case, its an existing customer and it's a small account so, that what I gonna select. Before I go into that I’m gonna click here advanced and take a look at the cycles. If we go into that, we a see that the calculation probability is going to be added so, that means for each stage that we go through it add a probability of closing the sale.

And if I go into looking at the sales stages and this user-defined, we can see that initial stage we only have 2%, we’ve only completed 2%, we have 20% of success. This is an existing customer which means we don't have to go through qualification and all of that, there is no code required, and we can skip actually the initial presentation, so this can be a phone call, no need for presentation also because its small.

And this could have had a date formula attached to it which means that we are expected to move into the next phase within a certain amount of days, in these case we don't have that, but you could do that.

Sales cycles
Let's move through the sales cycles. We go in here, we’ve created the first opportunity, and I can activate the first stage. We say yes, and now this is an active opportunities, we are at the initial stage 2% completed, etc. So how do I move the opportunity to the next level?, we basically just update it and we go to the next; remember I can actually skip that, I can say well I want to skip, so I skip the presentation, It actually asks me to give a value, its gonna be a 10,000 deal and that's it.

So we skip that. Then I just update it again and now we go into the next step but we have to assign a sales quote so I hit ok. And now it says sorry, we need a sales quote for this, that's the proposal. So let's go ahead and do that. We go into assign sales quote and then it actually brings up a template, so this is really interesting.

Converts a contact to a customer
One of the things I love about the system is you can actually create a sales cycle or an opportunity with the sales cycle, attached to a contact thats not yet a customer, and if it isn't I just have to select template for the customer, and once the quote is converted into an order it actually converts the contact to a customer automatically so in this case yeap we are gonna do great britain small customers, and then add on marketing comes up here, we are gonna put in a quote item, let's say we are gonna have London chair, we are gonna set that out of the blue location, and it's gonna be 10 etc.

Then we have some coffee which I’ll add later, and now I close this out, update again, and move to the next step. I will say now the chances are 70% and hit ok. So we move this along until we actually close it, and then when we close it, it has to say if its Won or Lost. If its won it means that we got the sale and we provide a code to that if we lost we can actually put a quote why? why did we lose this? we were going through this, you want to do some analysis on why you are losing some opportunities and that would be then categorized here.

I want to do a little bit more on opportunities because opportunities actually have tasks attached to them and you can have interactions just like with the campaigns, but I'll leave that for the next video. I hope you get the gist of what opportunities do, and if you are not using it on NAV or any other CRM system, take a look at it, if you have a long sales cycle its worthwhile to actually use this in the system.  

 

 

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