Sales leaders face an unprecedented challenge to meet increasingly demanding buyer needs, all while managing the limitations of a world restricted by COVID-19. According to Gartner, “Before the pandemic, about 46 percent of a B2B sales rep’s time was spent either with a customer or at that customer’s work premises.” While the responsibilities of sales teams remain largely the same, the mechanisms that teams leverage to capture interest and build relationships has been forced to evolve.
The immediate reality is that virtual engagement will saturate nearly every sales playbook in the near term. Sales organisations that learn to leverage their digital arsenal and effectively build customer relationships will fare better than those that struggle to adjust to this strikingly virtual world. Although there is immediate pressure to digitally adapt your sales organisation, this evolution will lay the foundation of sustained advantage—equipping teams with the power to leverage data and digital tools to drive improved seller and customer experiences.
Like the organisations we serve, Microsoft has been forced to confront this situation head-on. Thanks to a mature deployment of Microsoft Dynamics 365 Sales and Microsoft Dynamics 365 Sales Insights, Microsoft Digital Sales has been able to scale for increased demand. When people had to quickly adjust to COVID-19, Microsoft sellers were able to continue supporting customers without disruptions, helping those in critical roles—from medical centres to educational institutions and researchers to suppliers of essential goods—forge ahead and accelerate key digital initiatives.
The Microsoft Digital Sales team leverages the recently deployed sales accelerator, an AI-powered workspace in Sales Insights that helps sellers’ close deals faster. Sales accelerator cuts through complex to-do lists and channel noise to surface priorities. “Our sellers face the challenge of balancing their time between the many tasks they have to do to stay on top of customer needs, actioning marketing leads, developing and closing deals, and handling administration,” says Justin McCarthy, a Senior Director of Digital Sales “The AI sequencing in sales accelerator helps us prioritise and reach as many customers as possible and deliver on our mission.”
See how sales teams have tapped into Dynamics 365 to drive improved sales engagements.
Sales accelerator gives tremendous flexibility to deal with whatever the future holds, and in today’s hyper-digital world, giving teams the power to accomplish more—while removing cumbersome procedures and new applications—is what drives the Dynamics 365 platform forward and into the future.
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