Liam O’Brien
27th January 2020

Using Dynamics 365 to boost sales productivi– oh look, a squirrel!

I know better than most people how easy it is to get distracted. Flicking between ten different programs, apps and devices can take up loads of time in your workday, before you even factor in the distraction of social media, meetings, or (if you’re lucky) cake in the office. According to Accenture, those distractions can damage your productivity by as much as 14%.

I know I’m not the only one who is prone to distraction. In many job functions, it can feel like there are more systems and programs than ever before that we’re meant to work with. In sales, for example, 59% of sellers believe they have too many tools. Despite all these solutions to make work easier, companies can actually end up overloading employees with, ironically, too many efficiency tools.

So this blog isn’t about a new gizmo for your sales teams. It’s about how your clients can use Dynamics 365 and Office 365 together, to simplify their existing tools – and boost productivity in the process.

Busting business bottlenecks

The beauty of Microsoft’s Dynamics 365 Sales Professional offer is that it doesn’t really add any extra complexity to what your sales force are already doing. All the functionality is integrated with Office 365 – so they can do their work easily from Teams, Outlook, Word, and so on.

Here’s a good example. With the new business card scanner in Sales Professional, sales reps can simply take a photo of a business card on their mobile phone and automatically convert it into a contact record in Dynamics CRM, without manual data entry. Ideal for field sales agents, or for those late nights after business conferences, when you just want to go to bed instead of filling in contact details until 02:00.

It also addresses all kinds of everyday situations which seem obvious when you think about it:

  • Creating a sales lead from Outlook.
  • Collaborating with customers and accessing sales records in Teams.
  • Automatically creating proposals or other sales documents from workflows in Word, and storing them against the record that initiated them.
  • Refreshing report data in Excel in real time, wherever you are accessing it.

Sales Professional is full of smart little tricks and integrations like that, which can be configured depending on where your business’s biggest bottlenecks are.

When to pitch it

Ultimately, this is about streamlining the processes that your sales team have to go through, reducing admin, and giving them the information they need, wherever they are. All of which means they can spend more time on what matters.

Here are some scenarios where this might be useful:

  • Customers who are planning to move their ERP and CRM to the cloud, and can converge their investment into one platform.
  • SMBs where seller productivity and lack of sales automation is slowing down their business growth.
  • Companies lacking a well-defined sales process.
  • Businesses whose end customers have come to expect personalised and value-based interactions.

In our experience, this resonates best with SMB clients, with anywhere between 25 and a few hundred employees. It’s also most compelling for companies in tech, professional services, financial services and manufacturing.

Get started – no distractions

We’re lucky at Westcoast Cloud to work with two brilliant vendors – Cloud 9 and Cloud2020 – who are both experts at deploying Sales Professional. They can work with you to make sure your clients are setting everything up correctly, and can advise on the best functions to solve their specific challenges.

If you want to know more about how Westcoast Cloud or our partners can help, feel free to drop me a message.