How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

In a recent Ledgeview Partners webinar, we put Microsoft Dynamics 365 Sales and Salesforce Sales Cloud to the test, comparing them back-to-back.

For the purpose of this webinar, we laid out a few ground rules for comparison:

  • Both demo environments are free 30-day trial environments:
    • Microsoft Dynamics 365 Sales Enterprise
    • Salesforce Sales Cloud Enterprise
  • No configurations or customizations were made – both are out-of-the-box solutions
  • No add-ons or integrations were included with the exception of the Outlook add-on
  • Sample data was loaded/created to ensure Visual are populated
  • Data examples that are shown during the comparison match
  • Scenarios walked through in one tool are repeated in the other

This webinar shows you all about what’s possible with each solution, emphasizing their strengths and functionality.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage LeadsScenarios compared in each solution include:

  • A salesperson planning their week (access through desktop)
    • What does the upcoming week look like?
    • Lead management
    • Account/Contact management
    • Opportunity management
  • Outlook integration demonstration
  • A salesperson on the go (access through mobile)
    • Walkthrough similar scenarios as above, but through mobile

Microsoft Dynamics 365 and Salesforce are both SAS solutions, which means that you can access them through a Web browser. All major web browsers are supported.

So long as you have a URL, login, and security set up, you can access your solution wherever you have access to the Web.

For the purpose of these step-by-step posts, we will use the lead name “Lisa Smith” and account name “Ledgeview Partners” that has the contacts “Lisa Benson” and “Doug Fissell.”

The best way to absorb the information in these posts is to open your own Microsoft Dynamics 365 trial environment and this Ledgeview Partners demo and try these steps for yourself. Names (Leads, Contacts, Opportunities, Accounts, etc.) for your own environment may vary.

OPEN THE DEMO

Microsoft Dynamics 365 Sales

Microsoft Dynamics 365 is a SAS environment, so you are able to log into it via the URL  your organization has provided. All major web browsers are supported.

So long as you have a login and password, you can access Microsoft Dynamics 365 from anywhere, on any device.

When you open Microsoft Dynamics 365 Sales, you first see your Sales Activity Social Dashboard.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

The Assistant tells you what’s going on in your Dynamics environment. For this example, we see upcoming meetings, reminders about Opportunities, tasks you need to complete, etc. (See image above.)

Much like a human assistant would in life, the Assistant functionality of Dynamics helps you manage your day.

When you scroll down, you can gain more visibility into how you’re doing. You will see Open Opportunities, Closed Opportunities, and your Task List.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

You want to start with leads. You know a new lead just got assigned to you, so you navigate to the left side of your screen and click on “Leads,” which is located under “Sales.”

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage LeadsYou will see “My Open Leads.” Click on the newest one. In this example, the newest lead you have is “Lisa Smith.” (See image right.)

When you click on Lisa’s name, you will be taken to a new page where you can see what stage of the sales cycle she is in.

If you click on “Qualify” near the top of your screen on the “Lead to Opportunity” path, you can determine the steps you need to take to move Lisa to the next phase of the lead to opportunity conversion process and close the deal.

Dive deeper into Lisa’s details when you analyze the other panels on your screen. These panels tell you her Contact and Company information, the tasks that you need to complete to move her to the next stage of the buyer’s journey, key competitors and stakeholders, etc.

One of the tasks says, “Follow-up with Lisa,” so you do. You give Lisa a call, and then you are able to complete the task and determine that she is a good lead. So, you qualify her.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

Before you qualify Lisa, however, you should log that you completed the phone call.

Go to your Timeline, and click on the “+” icon. Select “Phone Call.”

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

A panel will pop-out from the right-hand side of your screen. In the “Quick Create: Phone Call” panel, fill in all relevant information, and “Save and Close” once you have.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

Now that you’ve logged the call, you can complete the task. In your Timeline, hover over the task and click on the “✓.”

A pop-up will appear in the middle of your screen asking you if you’re sure that you want to complete the task. If you are satisfied and the state of the task reads “Completed,” click “Close.”

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

It will process, and then you can move on to qualify the lead since it’s a good one.

Click “Qualify” on the navigation menu that is located right below the top main navigation menu.

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

A pop-up will appear in the middle of your screen asking you if you’d like to create an Account, Contact, and/or Opportunity.

Since this is a new Account, Contact, and Opportunity, you want to select “Yes” for all from the dropdown menus and then click “OK.”

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

Behind the scenes, the records are created. If you get an error screen from prior testing, go back to your sales cycle progress path, and click “Qualify.” Make sure the lead you’re working on is set to “Active.”

How to Plan for Your Week in Microsoft Dynamics 365 Sales and Manage Leads

If you run into this error, now you can go back and redo the few steps to qualify the lead.

Moving forward, the lead will process and now you will be in the “Develop” stage of the sales cycle.

You will be redirected to the Opportunity you’ve created for this lead.


For the next blog in this series, we will dive into How to Manage Opportunities in Microsoft Dynamics 365 Sales, using “Ledgeview Partners” as the Account name.

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