816705-01 Dynamics 365 Sales & Sales Apps Workshop (CRM)

816705-01 Dynamics 365 Sales & Sales Apps Workshop (CRM) 

Course Description 

This one day workshop provides Sales People, Managers and Business Analysts the skills to manage a salesforce and increase sales using the Sales module and Sales App in Microsoft Dynamics 365 (CRM 2016). 

In this workshop, we'll work with Dynamics 365 to establish a Sales Process, Lead Qualification, Account Creation, Contact Management, Opportunity, to Product, Quote, Order and Invoice. In the class will discuss the Dynamics 365 Sales Force Automation tools: Relationship Assistant, Relationship Insights, and Email Engagement, Sales App and Sales Hub. In addition, we will look at LinkedIn Sales Navigator and InsideView for lead Generation.  

Corresponding exam: MB2-717: Microsoft Dynamics 365 for Sales 

Who should Attend: 

The Primary audience for this workshop is Sales People, Managers and Business Analysts and anyone involved in Lead Generation. 

After completing this workshop, students will be able to understand and/or be able to: 

• Setup Dynamics 365 for Sales for your organization 
• Choose the feature and functions that will benefit your organization 
• Work with The Sales and Sales Hub apps 
• Keep track of customers 
• Manage the sales process 
• Create a marketing campaign 
• Create and manage goals 
• Import and export data 
• Use Mobile Devices for Sales 
• Get better sales performance, intelligence and results! 

Course Outline 

Module 1: Dynamics 365 CRM for Sales Management 

Lessons 

• An overview of Dynamics 365 Microsoft’s Customer Relationship Management (CRM) software. 
• Upgrading from Salesforce or a prior version of Dynamics CRM 
• Dynamics CRM and the alignment of licenses to Dynamics 365 
• The Sales Apps that are available for Dynamics 365: Browser, Tablet, Phones, Sales App, Outlook Client 
• Navigation and using the feature of Dynamics 365for sales 
• Easy task to get started: Importing leads, contacts, tracking a phone call or email 

Module 2: Planning how your organization will use Dynamics 365 

Lessons 

• Adjust the features and function to match your organization’s specific needs. 
• Learn the choices available to you 
• Choose features to enable Dynamics 365 for your specific company’s needs. 
• Work with and re-design the sales process and related entities: 
• Leads 
• Accounts 
• Contacts 
• Opportunities 
• Products (Product Line Items) 
• Quotes 
• Orders 
• Invoices 
• Importing your contacts or leads to start 

Module 3: Selling with Dynamics 365 Sales Apps and Sales Hub 

Lessons 

• Working with the Sales modules of D365 (CRM) 
• Example of how companies are using D365 (CRM) 
• The default sales (three step) process 
• Example of four and five step lead qualification processes 
• Dynamics 365 for Sales standard sales process 
• Taking sales from leads to orders 
• How to create and edit a lead 
• Lead Qualification and converting leads 
• Why retain closed leads 
• How to and why Reopen a lead 
• Creating an opportunity 
• Close an opportunity and next step 
• Create or edit a quote 
• Create or edit an order 
• Create or edit an invoice 

Module 4: Setting up Sales Management for your organization 

Lessons 

• Matching your sales style to the Dynamics 365 platform 
• Features and functions to support a sales organization 
• Features you can use to track sales 
• Focusing your organization on sales activities 

Module 5: Additional Sales Components 

Lessons 

• Sales Connections and Associations 
• Sales Literature 
• Tracking Competitors 

Module 6: Managing Sales Opportunities 

Lessons 

• Qualified Leads 
• Creating Customer Quotes 
• Closing Opportunities 

Module 7: Working with the Product Catalog 

Lessons 

• Products 
• Price List 
• Unit of Sales 
• Discount Price List 
• Linking to a Products in an accounting system 

Module 8: Sales Administration 

Lessons 

• Mapping Sales Processes to Business Flows 
• Tracking your sales efforts with activities 

Module 9 Dynamics 365 for Marketing 

Lessons 

• Use Activities to track your efforts and customer 
• Planned Marketing Campaigns with budgets and activities 
• Create a marketing list 
• Add assets to a campaign 
• Create or edit a campaign 
• Add an activity to a campaign 
• Track a marketing campaign response 
• Use Sales Hub on mobile 
• Marketing Campaigns without budgets and tracking 
• Using Quick Campaigns for direct marketing 
• Creating a quick campaign 

Module 10: Monitoring Sales progress with Sales Analysis 

Lessons

• Creating and Using Charts 
• Creating Dashboards 
• Standard Templates by sales role 

Module 11: Working with Sales Metrics and Goals 

Lessons

• Establishing Sales Goals 
• Sales Metrics 
• Tracking Sales Progress 

Module 12: Reporting and Power BI 

Lessons

• Reports and printing 
• Run a report 
• Add or edit Power BI visualizations on your dashboard 

Module 13: Artificial Intelligence (AI) for Salesforce Automation 

Lessons

• Relationship Assistant 
• Sales App, 
• Email Engagement 
• Relationship Insights 

Module 14: Workshop Review 

Lessons

• Sales Apps that are available for Dynamics 365 
• Planning how your organization will use Dynamics 365 
• Selling with Dynamics 365 Sales Apps and Sales Hub 
• Setting up Sales Management for your organization 
• Additional Sales Components 
• Managing Sales Opportunities 
• Working with the Product Catalog 
• Sales Administration 
• Dynamics 365 for Marketing 
• Monitoring progress with Sales Analysis 
• Working with Sales Metrics and Goals 
• Reporting and Power BI 
• Artificial Intelligence (AI) for Salesforce Automation 
• Preparing for the Microsoft Dynamics 365 for Sales Exam MB2-717 

Prerequisites 

This course requires that you meet the following prerequisites: 

Basic computer entry skills, such as MS Word