Dynamics CRM 2015 Preview: Sales Process Enhancements

Anyone who has talked to me about the last two releases of Dynamics CRM knows that I am a huge believer in the Sales Process functionality that Microsoft has developed. I think back to my Sales Operations days and can only shake my head at how much screwing around could have been avoided if this toolset was available today (for sales reps and for my team).

The picture doesn't do justice to the concept...

The picture doesn’t do justice to the concept…but you can click to enlarge the image which will help a little bit.

The CRM 2015 release preview brings even more excitement, as there are even more strides in the ability to guide users through a business process flow. In the last release, we were still limited to a very linear process flow. If there were indicators on an Opportunity that certain stages should be skipped or handled in a different order, it took lots of time for a clever BA or some custom development from an IT pro to make that happen. If the business wasn’t willing to invest in that, then the burden fell to the salesperson to “just know” what was relevant (which meant some people filled in everything while others filled out nothing…garbage data).

Soon, a simple configuration will allow conditional branching to stages based on criteria specified by the process. This capability will be baked right into the 2015 process flow designer, To the right I’ve included an image from the preview guide showing this conditional branching, which should layer very nicely with the existing Business Rules to show/hide relevant fields..

What this means is an even more intuitive experience for the business development team. Fewer refreshes and flickers on the page. Ask only for what’s needed…automate the rest. Get the management team the detail they need for forecasting and decisions, without burdening the sales organization with a bunch of busywork. This is useful in a variety of situations, including:

  • Handling variations for different types of sales (inside sales, add-ons, contract renewals, etc.)
  • Time to productivity when onboarding new salespeople
  • Managing sales cycles that vary if they have a short-fuse or time-based incentives

Keep it coming Microsoft Dynamics CRM Team!

Note: In this post I discuss future products and features that have been announced publicly but it is always important to remember that this is subject to change with the final release

Matthew C. Anderson
 

I'm an enthusiastic speaker, creator, and problem-solver.

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