Dynamics 365 Business Central: CRM Part 6 Opportunities

Dynamics 365 Business Central: CRM Part 6 - Opportunities

Hey, everyone! CRM, we’re going to go in Opportunities but before I get started, I wanted to do a shout-out to Inecta University. We’re going to have an online training on March 23rd for finance, so if you’re interested in learning more about finance and you want the online classroom experience, please check out the website below for Inecta University. Now, we’re going to get into Opportunities.

We went with campaigns. We did a segment and we got contacts into the segment, so we did create opportunities out of that segment and then I stopped. This video, I’m actually going to go into those opportunities and create tasks for them. Let’s look at the structure. We  have a campaign and that is connected to a segment. Inside the segment, we have contacts, and from the contacts, we created opportunities, so we’ve a bunch of opportunities here.

Now, these opportunities are linked to the salesperson. Actually, the campaign is linked to the salesperson as well. We have the salesperson connected to the campaign, and so when we create the opportunities, the salesperson’s going to be labeled on all the opportunities. What we should be able to do is go into the salesperson and take a look at all the new opportunities that were created from the contacts, or on to the contacts. Opportunities are obviously connected to the contact as well and to the campaign, so it’s all connected.

Now, when we have an opportunity, like here, the opportunity has, and again we have a structure, sales cycles. You have sales cycle one, two, three, or you can call them something like initial and qualification or something like that. There are multiple sales cycles for an opportunity. An opportunity is in one sales cycle but it can move to another one. You start with one and then you go into second and into third. The final sales , could be the fifth one, is usually won or lost, or you can call it contract signed or something like that. An opportunity moves through sales cycles.

The sales cycle, this is crazy, I know, it’s very complicated for a CRM system but it makes perfect sense, so it’s worth understanding. The sales cycle is connected to something called activity. Ac-tiv-ity, here. Activity has, or activities, has tasks. Task one, two three. Alright, so how does this work? We had a campaign. We pulled contacts into a segment, so multiple contacts in segment. We went into that segment.

We created opportunities, this is all connected to the salesperson, an opportunity has sales cycles. If we move an opportunity into a sales cycle, let’s say one, then the activities that are connected to sales cycle one, which are here, or the activity, one activity that’s connected to the sales cycle one is activated. When it’s activated, the tasks that are connected to that activity, get assigned to – guess anyone? – to the salesperson. This is how we can get tasks assigned to a salesperson. Bit crazy.

Obviously, you don’t need the campaign and the segment and contacts to create opportunity. An opportunity can be created by itself. I just like to go through this, to make it messy. If you create the opportunity by itself, you activate a sales cycle. Sales cycle has some activity code, the tasks will be generated and then assigned to the salesperson. 

Let’s take a look at that in the system.

Okay, so let’s continue with what we were doing before. Just to recap, if I go into the salespeople again, where we start always, into [Peter Zarto]. I can then go into the campaigns, and we have this 25% off everything. In this campaign, we actually - let’s just go and edit – created a segment, and from this segment, we created opportunities. If I got into Segment right here, Create Opportunities. Basically, what that does, it creates an opportunity for all contacts in the segment. They’re now have opportunities and it’s attached to the contact, it’s attached to the salesperson and attached to the campaign, so the connections basically.

If I created all these opportunities for all these contacts, I should be able to get into them from the salesperson card, so salesperson, and that’s the whole idea. As a salesperson, I come in here and I get into my opportunities, and now I see I have a whole lot of opportunities, new ones, all from this campaign. Basically, whoever created the campaigns, issued all these opportunities to me that I can start working on. If I go into one of these opportunities, so let me just go ahead and pick this one – it would be nice to see the actual contact, but anyways, another one for Microsoft. Click your Edit. I can see that this is for [06:49], and I want to start this opportunity so just get it going. Right now, I don’t have any sales cycle active but it’s an opportunity, so it should have sales cycles. It’s been assigned the sales cycle code New.

If I go in here, there are two options. There’s new and existing. This is new customer. If I go into new and take a look at these stages right here, the new sales cycle code, basically is defined with these stages. We have an initial one, then we qualify it, we do a presentation, then there’s a proposal, and then finally, it’s a signed contract, if we manage to get to the last stage. There is chance of success and completed percentages etc.

Now, what’s interesting here is we have something called activity code attached to this. If I click on that and take a look at the activity code here, the activity code actually gives you an opportunity to have tasks. I know this gets a little bit complicated and I think that’s the reason why CRM and [08:18] is not used a whole lot because it is complicated, in a sense, however, once you get it, it’s very flexible.

Here, we have these activities, and the activity is a group of tasks and there are two tasks here, verify quality of opportunity and identify key people. These tasks are always in the initial activity, which is attached to the initial stage of the sales cycle. I hope I made that clear. If I activate the first sales cycle stage, the activities should be automatically created for the salesperson. Let’s try that. Go in here, close this out, go into – right now, I’m in the opportunity and I want to go ahead and activate, where is it, opportunity, somewhere, there we go, so we activate the first stage.

I click on that, Yes. We are in the initial stage. That means this is starting. Now, it’s in progress, status is in progress. What happens with this? If I close this out and I go into my tasks, I navigate actually here, here and here, I can see that two new tasks were added. Actually, I did this before. I dealt with it, just to make sure it works. I have four. I have two of the verified quality and two of identified key people.

This is a way to start assigning tasks to salespeople, and it’s not only with the task, or simple task, but it is connected to the opportunity, to the campaign. It’s all funneling up.