Microsoft Dynamics 365 Sales Process – One Step Ahead Chapter 2

Hello All, I hope you guys are safe and doing well. Stay Safe, Keep Family Safe 🙂

Thank you for awesome response to my previous blog Microsoft Dynamics 365 Sales Process – Introduction Chapter 1 .

To continue with the series today I would like to discuss other major features of D365 Sales module. These are all functional aspect where you get to know how to use these feature and understand where the customization, coding will get in placed w.r.t to these features.

Today we will discuss Sales Literature – another part of Collateral, Competitors, Goal, Goal Metrics, and Roll-up Queries. So that we cover all the major functional areas are covered.

Post this article we can move with other topics such as about Sales Dashboard, Dynamic Reports, Advanced Find tool, User Interface, Schema, Processes/Code and Security roles etc.

Let’s understand what Sales Literature is and how it can used in D365 Sales? 

Sales literature is a feature where salesperson can store sales information of the organization. Information can be in any form such as brochures, promotional material, pricing quotation, or any other literature information.  It is Central repository for your organization’s sales information (in the form of sales literature items (sales attachments)) that provides an easy way to distribute information to users, both online and offline.

  • Can use sales literature as repository for customer-ready materials
  • Can be easily attached to activities associated with accounts, contacts and other Microsoft Dynamics CRM record types, and tracked as part of the comprehensive client history
  • Can be associated with:
    • Products
    • Competitors
    • Marketing campaigns
  • In Outlook, you can attach and send sales literature for tracked emails

Kindly refer sales literature image for how it is created, how we can attached sales brochure to it.

Creating Sales literature in D365
2.1 Creating Sales literature in D365

Competitors:

  • A competitor is anything that could stand in the way of a salesperson winning a sale or anything that is a viable customer alternative
  • Tracking competitors allows organizations to:
    • Compile a repository of product literature, pricing structures, and product reviews for each competitor
    • Maintain information on how to win against the competitor
    • Track sales lost to competitors by specifying the competitor when a sale is lost
    • Track competitors by creating relationships between competitors and opportunities
    • Use competitors to track organizations, people, or other any other type of competition a sales person would compete against
    • SWOT Analysis
    • Provides insight into your “win/loss” record against competitors
    • Can be associated with:
      • Open Opportunities
      • Opportunities closed as LOST
      • Products
      • Sales Literature
Creating Competitor in D365
2.2 Creating Competitor in D365

Goal Management concepts

Let’s understand the basic components of Goal Management.

  1. Goal Metric
  2. Goal Target
  3. Goal Owner
  4. Parent Goals
  5. Rollup Queries

Goal Management Example

  • A salesperson might have targets for a certain amount of “won” opportunities
    • In-progress and won opportunities could be tracked against the target value
  • A sales department might have an overall goal that is the Parent Goal of each sale person’s individual goal
    • Parent goals like this can be calculated as a “rollup” of its child goals

 Goals – These gives actual figure of our targeted revenue. 

  • Target Values – Real Goal and value is entered manually.
  • Actual Values – Calculated and defined by the Actual Rollup field specified in the underlying goal metric.
  • In-Progress Values – Potential record which later can be counted under actual value.
  • Goals are more specific:
    • Always based on a Goal Metric
    • Specify Goal Owner
    • Time Period
    • Target Value
    • Rollup Fields

Goal Metrics – These are the numeric measurement of specific record type and help define how and what is being measured. Every goal record is based on a goal metric record, with a metric type of either ‘amount’ or ‘count’. The selection of the goal metric determines how the actual and in-progress are calculated.

  • Goal metrics are the foundation element:
    • Underlying record type
    • Metric Type: Amount or Count
    • Actual and In-progress values
  • Goal Metrics
    • Number of Cases
    • Number of Product units
    • Revenue
Roll-up Field attached to Goal Metric
2.6 Roll-up Field attached to Goal Metric

Goal Hierarchy

  • Parent goals are a combination of multiple (child) goals
  • A goal can have multiple child goals AND be a child goal of another goal (grandchild)
  • If you delete a parent goal, the child goal is not deleted
  • All goals in the goal hierarchy must be based on the same fiscal period or custom period
Regional Sales Hierarchy

For Example –

  • David is manager who is managing sales for specific region.
  • He has 3 sales person reporting to him: James, Smith, Alex.
  • Each of them have their own actual revenue and target given to them $70000
  • David has goal as team manager is $210000.
  • As salesperson perform in this fiscal period will be included in David Goals.

Rollup Queries

  • What’s the purpose of a rollup query if we have rollup fields?
    • Ability to find a more distinct subset of data
    • Help you gather data about a given goal
  • What are the options for a rollup query?
    • Roll Up Only From Child Goals
    • Record Set for Rollup
Roll-up Query Added for Opportunity Goals
2.7 Roll-up Query Added for Opportunity Goals
Roll-up Query Results
2.8 Roll-up Query Results

How Roll-up Queries Works

  • Goal Metric – Specifies how the status values of a record map to a goals In-progress or Actual values
  • Time Period – Specifies how the date fields on a record determine which time period it should count toward In-progress or Actual values
  • Goal Criteria – Specifies everything else about which records should contribute to the In-progress and Actual values
Roll-up Field Creation in D365
2.9 Roll-up Field Creation in D365

In our next articles we will talk and learn more about Sales Dashboard, Dynamic Reports, Advanced Find tool etc. Stay Tuned and Keep Reading Knowledge Junction J 

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