Note
Access to this page requires authorization. You can try signing in or changing directories.
Access to this page requires authorization. You can try changing directories.
Important
This content is archived and is not being updated. For the latest documentation, see Microsoft Dynamics 365 product documentation. For the latest release plans, see Dynamics 365 and Microsoft Power Platform release plans.
Important
Some of the functionality described in this release plan has not been released. Delivery timelines may change and projected functionality may not be released (see Microsoft policy). Learn more: What's new and planned
To stay ahead of the market, sales teams are constantly pressured to sell more and faster to meet sales quotas. It is imperative that sellers spend time on the best leads and opportunities, prioritizing prospects that are likely to move quickly through the pipeline. Potential customers are introduced into the pipeline through various channels and sellers struggle to tell these “hidden gems” apart—for example, new prospects who are ready to buy, stranded prospects who need to be contacted, or unlikely prospects who are better left unattended. Managers need to proactively understand their business even when their sellers have yet to update them, keeping them honest and accurate.
Predictive forecasting and pipeline intelligence with predictive lead scoring and predictive opportunity scoring help sales teams uncover top deals. Intelligent scores offer sellers guidance on where best to invest their time, improving resource allocation and increasing productivity, while helping to ensure rigorous quotas can be met, efficiently.
Intelligent forecasting and optimal resource allocation help everyone on the team:
- Sellers can manage their time more efficiently by focusing on potential customers and deals they are most likely to win.
- Sales managers can plan sales team execution and meet sales forecasts more confidently with greater flexibility and clearer view into bottom-up projections, all the while gaining a deeper understanding of those opportunities that impact the business.
- Sales enablement managers can benefit from greater flexibility to offer more granular and meaningful guidance that accurately reflects sales execution.