Sales force automation is one of the three biggest reasons to implement a customer relationship management system, but some of the business rules for tracking sales are not universal to all businesses. For instance, CRM products such as Microsoft Dynamics 365 and Salesforce center on tracking sales opportunities. How you define opportunities for your business may be different from how other companies track their sales. A person or company alone is not an opportunity. They might be a prospect for you, but to be an opportunity you must define what it is that they might purchase. Some companies do not enter opportunities into their CRM until they are qualified. Qualification means determining a basis for projecting that something will be sold. Usually it requires that you determine what will be sold, its value and the timeframe for the purchase. Other CRM users enter opportunities before they are qualified and leave the estimated value and project close date blank until the
From James Townsend, vice president of Sylogist, thoughts on digital transformation, marketing automation, customer relationship management, Power Apps , Microsoft Dynamics 365, government contracting, customer service and more.