microsoft dynamics

The world is moving faster: the pace of life and business has grown dizzy during my life. I dare say, without fear of error, that the pace of my life and business has accelerated more during my life than in all the history of mankind until my birth 50 years ago. In fact, the last 30 years are responsible for most changes.

That is the situation and we will not change it, whether we like it, or we are rebelled. It is time for adaptation and pragmatism.

You can no longer afford the luxury of long sales cycles and I assure you that your customers do not feel good about prolonging the purchase cycles either.

What can you do?

As a user of MS Dynamics CRM (lucky ones!), You can initiate the change by applying an analysis and redesign plan, as follows:

  1. Find out the length of the sales cycle and its length distribution by types of opportunities.
    1. Open the Sales / Opportunities section and select the Closed Opportunities filter.
    2. Select the Create View option and configure a view with the following features:
      1. Opportunities closed in the last 12 months (or more if you have relevant data in the system)
      2. Add the following columns: Actual Close Data; Created On and Originating Lead.
      3. Save it as "Sales Cycle Length"
      4. Run it! Filter for the last 12 months or the period you want to perform the analysis.
      5. Export your results to MS Excel and use the Days360 function to differentiate between the Created On column and the Actual Close Data column. This is your sales cycle.
  2. Use Pivot Table in MS Excel to run sales cycle analyzes by the seller who made the sale, the type of customer, the customer's industry and the size of the sale, by any criterion makes sense or by any criterion for which you have data. If necessary, go back to step 1. b) ii and add new columns, where you have data. Run the analysis again until you have discovered all the possible correlations, given the number of cases for relevance.
  3. Is there any single characteristic of fast paced sales? Some vendors sell faster, a certain single class of customers buy faster, certain products et and services to sell faster? Find evidence et and explain variations.
  4. Do you study the practice of the most efficient and other sellers? What do the former do and others might do to close sales faster?
  5. Is there any single characteristic of slow paced sales? What is this?
  6. Now write the typical sales process, with the steps reflected in the CRM.
  7. Place the sale on a graph with the sales process on the y-axis stage and the time on the x-axis. How does the common process look like? Which steps last longer and why?
  8. Armed with the new understanding of the process, rewrite the sales process, establish the transfer of knowledge from the best to the other team members and ... thrive!