Competitive business environments demand that businesses have an
excellent understanding of how their sales pipeline is developing and
changing. With better (more complete and easy to access) sales
forecasts organisations can more effectively manage business risks and grow
their sales by identifying and tracking sales opportunities. Microsoft
CRM provides facilities to develop both ad-hock forecasts in Excel and
corporate format reporting. With such powerful reporting options your
staff will be spending more time selling and less time compiling management
Separate Leads from Opportunities
Microsoft CRM is designed to separate leads
(unqualified enquiries) from opportunities, this enables Marketing to track
efficiently new enquiries and for sales to to develop the best into clearly
defined opportunities. With built in campaign tacking each
lead/opportunity can be traced to the originating campaign for clear
marketing ROI analysis.
Because Microsoft CRM tracks more stages of the sales/order process than
many other CRM packages, it is possible to get different views of your pipeline at
different stages of the sales process.
Starting at the point an
opportunity is first identified, each potential sale may be tracked through
a number of distinct , sales stages (designed to follow the way your
Each opportunity may also be associated with several Quotations or Quote
revisions and tracked through to both the Order and Invoice stages. As
a result each part of the system Opportunity/Quote/Order/Invoice offers the
possibility of a different insight into your business pipeline.
Forecast and pivot to Excel
Microsoft CRM offers powerful and simple export of data into
Microsoft Excel pivot
tables, since these tables can be created in just a few clicks, it is
possible to very quickly gain insights into your sales pipeline using the
power of the pivot table to 'slice and dice' your pipeline in a way that is
already familiar to most sales managers. Of course this facility
fully observes the security model of your system ensuring each user has only
the information they are authorised to access.
Forecast using to SQL Reporting
Monthly reporting and reporting in corporate layouts can be incorporated
using the powerful facilities of
SQL Reporting Services.
These reports can be made accessible on demand as a part of your system or
scheduled for regular delivery to key staff.