Win More, Do Less: Create a Repeatable Sales Process Using CRM

September 21, 2015   //   Customer Relationship Management, ,

Creating new efficiencies and doing more with limited resources in sales comes down to repeating actions that have been proven most effective over time. It’s a bit like playing the market in that way: Rather than betting on unproven anecdotes about big wins, you prioritize your sales activity using measurable data.


In a perfect world, we would only pursue opportunities that we know we can win, and we would know exactly what process to execute in each scenario. However, in the real world, we make siloed decisions based on perceptions and less-than-perfect or sometimes even non-existent data.

Enter technology. Today’s companies are now leveraging CRM’s rapidly advancing tracking and analytics capabilities in order to effectively focus sales efforts.

10 Questions to Ask Your CRM Solution

  • How many meaningful touch points do you need to have with a customer before making a sale?
  • Which types of touch points correlate to high success rates?
  • Does the sales rep always have a clear understanding of what the next step should be?
  • What effect does the level of decision maker have on the probability of success?
  • Does a top-down or bottom-up sales methodology make more sense?
  • How does product offering correlate to customer demographics such as size, geographic location, or industry?
  • Are you offering the right products to the right customers at the right time?
  • At what velocity does the pipeline move?
  • Are you spending too much time trying to close potential business that has little chance to pan out?
  • How effective is marketing at driving quality leads to fill the top of the pipeline?

Microsoft Dynamics CRM Helps Define Processes and Success Metrics

Using a robust CRM system allows us to rely on organizational knowledge to make good decisions on how to spend our time, but there needs to be a high level of adoption throughout the organization to be able to truly measure performance, identify patterns and improve sales processes.

Microsoft Dynamics CRM takes this a step further by allowing us to visually represent the processes at the top of the opportunity or lead:

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In addition, we can leverage data from external or integrated systems such as:

  • Social Listening and Social Analytics
  • Microsoft Dynamics Marketing
  • Office 365 and SharePoint integration
  • ERP & Customer service platforms

If you are interested in understanding how to make your CRM processes more predictable and repeatable or how to increase CRM user adoption, contact us and tell us about your sales and marketing business challenges.