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Dynamics 365 AI for Sales

Dynamics 365 AI for Sales. Supercharge your sales managers with AI Daniel Dallala. THR1122. Sales Intelligence Team Mission. “. Empower sales organizations to turn their observed customer data into closed deals. “. Companies have compelling reasons to invest in sales analytics….

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Dynamics 365 AI for Sales

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  1. Dynamics 365 AI for Sales Supercharge your sales managers with AI Daniel Dallala THR1122

  2. Sales Intelligence Team Mission “ Empower sales organizations to turn their observed customer data into closed deals. “

  3. Companies have compelling reasons to invest in sales analytics…. Research has found that companies that use sales analytics correctly see 5 to 10 percent revenue growth

  4. …but most are unable to extract value from analytics Research found that most sales organizations don’t believe they are doing a good job of using advanced analytics

  5. …this is a problem. Especially when, in this modern digital first world, organizations are producing vast amounts of data at an ever-increasing scale.

  6. …in fact, reporting and analytics is a common requirement of most Dynamics 365 customers • Built in Dynamics Charts and Dashboards are good for quick high-level information • Reporting using Power BI is incredibly powerful and flexible but requires some inhouse business intelligence knowledge • Extracting data from Dynamics into an external Reporting service is highly complex and requires technical know-how

  7. Many users resort to non-scalable but FAST approaches by exporting to Excel Sales people, who want to better understand their performance and identify what to work on next resort to manual tracking and calculation on an excel sheet Sales managers, who need to provide updates on performance and forecast their pipeline, do their aggregations in excel Sales operations, who look to change sales processes to improve productivity and ROI do their detailed analysis in Excel

  8. There is a better way

  9. PUBLIC PREVIEW IntroducingDynamics 365 AI for Sales Sales Manager

  10. An experience for Kevin, a Sales Managers who cares about his business and his team’s performance Main Tasks • Monitor his team/territory quota attainment. • Provide quarterly forecasting to leadership. • Identify areas of improvement in his team performance and coach the team. • Interact with customers and help drive closure for strategic opportunities. • Plan ahead, pipeline management, and lead generation. Kevin Sales Manager

  11. What are the weaknesses of each of my sellers What do customers think about my team? What should I focus on today? How do we compare to this time last year? Are we prioritizing the right opportunities? Are we going to meet our target? How are we doing up til now? Who on my team needs help/coaching? What practices lead to a higher win rate or a shorter sales cycle? How are things looking up? Why are we winning/losing? What are things that are surprising and require me to take action? How confident are we with that? Do we have enough to replenish our pipeline? What are we forecasting for the period? How can we improve our team’s performance, our processes? What is the predicted forecast based on our data? What are my star sellers doing right? How’s the team doing against their quotas? Will my team meet their quotas? How’s the team spending their time? How healthy is my team’s pipeline? Where are opportunities for me with my customers / vs. my competitors? What is the health of my team’s relationship with major stakeholders in our accounts and opportunities? Where is this forecast at risk?

  12. Focus Team member performance Are we going to meet our target? Where should I invest my time? How’s the team doing against their quotas? What should I focus on today? How healthy is my team’s pipeline? What are things that are surprising and require me to take action? Will my team meet their quotas? Forecast What are the weaknesses of each of my sellers What are we forecasting for the period? Who on my team needs help/coaching? Where is this forecast at risk? What is the predicted forecast based on our data? Business Process Optimizations What is an accurate forecast for the Q/Y? Actuals What practices lead to a higher win rate or a shorter sales cycle? What is the health of my team’s relationship with major stakeholders in our accounts and opportunities? How are we doing up til now? How do we compare to this time last year? What are my star sellers doing right? Why are we winning/losing? How can we improve our team’s performance, our processes? Pipeline and Leads What do customers think about my team? Where are opportunities for me with my customers / vs. my competitors? Are we prioritizing the right opportunities? How are things looking up? How confident are we with that? Do we have enough to replenish our pipeline? Activities How’s the team spending their time?

  13. Dynamics 365 AI for Sales intelligently helps Kevin manage his team, answer his most important questions and grow his business Providing useful, insightful and actionable information in easily digestible format

  14. The Home Page will provide answers to top of mind questions as well as most relevant, pro-active and actionable insights • Personalized welcome screen • Important Performance KPIs at finger tips • Visually answer questions related to Quota, Pipeline and Team performance • Dynamic feed of most interesting and important information for managers: • Top deals closed • Top deals lost • Top deals at risk/status changed • Upcoming 1-1 meeting • Relevant news on Customers/Competitors/Industry/Company • Enhanced by Insights to provide non-obvious but useful information • Quick peak at reports • In-context quick actions: • Congratulate • Share

  15. The Business pages allow Kevin to dive deeper into his sales numbers to uncover interesting insights • Reports and charts covering the complete Sales Cycle: • Forecast • Actuals • Pipeline • Leads • Activities • Each report specifically designed to provide self-descriptive information • Insights extracted to provide non-obvious, timely and pro-active information • Leveraging Exchange data / Predictive Lead Scoring • In-app actions to allow Managers to: • Set up meeting • Add Note • Create Task • Send Email • Re-assign • Go to Record

  16. The Team pages allow Kevin to contrast and compare his team, and prepare for 1-1 coaching • Team Leaderboard to allow managers to compare reps on any metric across 1, 2 and 3 dimensions • Individual Scorecard to provide a 360 view of a Sales Reps performance for the period in preparation of a 1-1

  17. Q&A to allow managers to ask questions directly from their data • Optimized sales ontology to ensure relevant sales questions have answers • Allow users to extract additional insights not directly shown in the app • Powered by Power BI technology

  18. DEMO

  19. Take-Aways Dynamics 365 AIfor Sales  is delivering a standalone experience https://dynamics.microsoft.com/en-us/ai/sales/ LEARN MORE AT:

  20. Please evaluate this sessionYour feedback is important to us! Please evaluate this session through MyEvaluations on the mobile appor website. Download the app:https://aka.ms/ignite.mobileApp Go to the website: https://myignite.techcommunity.microsoft.com/evaluations

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