Industry: Sales, Consumer Goods, Commercial Goods, Manufacturing
Technologies: Dynamics 365 Sales, Dynamics Navision
One of our manufacturing clients has a team of Inside and Outside Sales Professionals. On a daily basis, they interact with customers to process orders, communicate shipment status and promote new products. As is typical, each sales professional has a goal, a revenue quota. Success for sales professionals is directly related to staying informed. Watching sales trends, knowing customer account history and tracking progress toward goal are all part of a sales professional’s day. Since sales don’t always originate with the Sales Team, the Accounting Department was running a Daily Sales Report. The report was good but was very time consuming to review and lacked any historical data or clear way to know personal or team progress to goal. The Sales Team was working with a significant handicap regarding both sales and customer service.
The obvious solution was to integrate their CRM with Dynamics Navision*; but, a full-blown Enterprise Resource Planning (ERP) solution with Navision wasn’t in the client’s budget. The principal consultant on the project set out to design something budget-friendly and blueprinted a manual solution using tools and functionality the client already owned. The solution starts with an auto-generated report, then that data is exported to a file specifically created to be importable by the CRM. Accounting is responsible for following protocol to import the file to the CRM. A design feature generates an invoice as part of the import process. The invoice is formatted to mirror the one in Navision and is associated with the client record.
*Dynamics Navision–An easily adaptable Enterprise Resource Planning (ERP) solution that helps small and medium-sized businesses automate and connect their sales, purchasing, operations, accounting and inventory management.
In this case, the solution did not automate a manual process nor does it save the client time. However, the benefits are significant in profitable ways. The Sales Team now has the ability to review all sales for a client in one place as opposed to having to request a special report. And, since shipping information is included on the invoice, tracking orders is now a breeze. Plus, Sales Reps are now using the goal tracking feature of their CRM. Each Rep has the ability to see their progress to goal anytime they want.
A transition has begun for this client. Based on the value delivered by this manual solution, we anticipate full automation being included in the next budget. Alternetics is ready to help!