How Sales Leaders Use Dashboards to Measure Goal Progress with Microsoft Dynamics 365

Published January 29 2019 by Steve Reed
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Let’s say you are prepping for your weekly sales meeting with sales managers. You’ll need to open your sales dashboards to prepare. Let’s dive into a couple of dashboard scenarios that should make knowing and checking your progress much easier.

Dashboard #1: Sales Outcomes 

Day in the life Sales VP using Microsoft Dynamics 365_ Business Outcomes Dashboard

First, you’ll see the sales pipeline for all open opportunities. 

Day in the life Sales VP using Microsoft Dynamics 365_ Open Opportunities Dashboard

Security settings have you set as a manager, so that you see all open opportunities for the sellers you manage. From this screen, you can quickly see past due opportunities, as well as opportunities by sales stage.

Click through and you’ll see the average revenue opportunity by sales professional.

Within this dashboard, you can switch charts that you are looking at, and view opportunities by market, or by region, etc. Each chart allows you to drill into the data by rep for one-on-one meetings.

You can see how long the sales pros are spending in each sales stage, for an additional talking point during your meeting.

Dashboard #2: Sales Management

Day in the life Sales VP using Microsoft Dynamics_Sales Management Dashboard

You’ll see the pipeline snapshot again, as well as goal management, which includes the number of phone calls and appointments your salespeople are completing this week. You can set these goal parameters by salesperson. You can view closed versus open opportunities by salesperson as well in this dashboard.

The sales pipeline can be viewed by rating, least likely to close to most likely to close. If you review this and see that most opportunities 2+ years out are rated likely to close, you’ll need to bring this up at the sales meeting since there’s not enough information to support this sales rating with a close date so far into the future.

Within this dashboard there’s a sales leaderboard which shows who is winning the most opportunities – healthy competition for your reps. You’ll want to check out won opportunities by territory in this dashboard as well.

To run your sales meeting, expand the pipeline chart to view all opportunities within the pipeline, sort by estimated close date, sales stage, or account owner. We recommend talking through the overdue opportunities first, moving along to the close dates that are the furthest out. You can update the opportunities inline as you talk through the accounts. You can filter by product or market within this dashboard as well. With the click of a button you can export this list to Excel Online or Excel to further manipulate the list offline or send to someone who is travelling or offline.

Dashboard #3: Integration with Power BI

Day in the life Sales using Microsft Dynamics 365_Sales Analytics for Dynamics 365 Dashboard


Day in the life SalesVP using Microsoft Dynamics 365_PowerBI Report Dashboard

Power BI is a powerful tool which becomes game-changing when integrated with Microsoft Dynamics 365. You can aggregate data from external sources such as your ERP system, web analytics, etc., to view in one place.

Power BI packs a punch with data analysis and visualization, and Dynamics 365 Customer Engagement benefits from a few pre-packaged features available. Not only can we bring CRM information into Power BI, but we can also easily present Power BI elements inside Dynamics 365.

You receive two content packs for Power BI within Dynamics 365 for Customer Engagement. They are the Sales Analytics for Dynamics 365 and the Customer Service Analytics for Dynamics 365. A Dynamics user can start creating their own personal dashboards in CRM and share them with their team. This is where the beauty is, as you don’t need a developer or administrator involved once the content packs are made available.

Microsoft Dynamics 365 for Sales not only allows you to perform your job – it allows you to excel at it. Preparing for an internal sales meeting, used to be tedious and time-consuming task, and you would still be caught off guard by things that you missed, or data that you simply didn’t have. Microsoft Dynamics 365 allows you to stay on top of opportunities so that you can close more business, whether in the office or on the road.

Whether you’re a current Microsoft Dynamics 365 for Sales customer, a new user, or you’re just interested in the solution, this webinar will walk you through the day in the life of sales in two different scenarios: Upcoming Customer Meeting. How do you prepare for the meeting, update records following the meeting and schedule follow up? In this scenario we share 10 Steps to Nail Your Customer Meeting and in scenario 2: Using Dashboards to Measure Progress Towards Sales Goals.

Steve has a broad range of experience helping application software companies successfully develop and bring manufacturing and enterprise solutions to market. He has over 20 years of experience in software, and is dedicated to the success of businesses’ digital transformation journey.

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