The absolute standout of this release wave is the innovation in Dynamics 365 Sales, the CRM part of the platform. On the roadmap for this year are two very important new additions, which will change the way sellers and sales managers work:
Pipeline Manager Workspace
Sellers will have a brand-new personalised workspace optimised for pipeline management. This workspace includes an engaging and intuitive dashboard showing top line KPIs and rich visualisations, so that sellers can quickly view their deals, get the right context, and take action no more than one click away. Rather than having to navigate via a grid and click through to open individual opportunities, the new experience includes a record side panel form and an advanced editable grid to completely overhaul and streamline the experience of viewing and updating customer and opportunity records and activities.
Seller KPIs and Management Dashboards
Managers will have a new Manager Dashboard providing easy access to everything they need to view team performance and to coach and guide their sellers for best performance. This dashboard includes conversion ratio between leads and opportunities, number of calls, number of meetings and real time seller KPIs which can be defined by the organisation.
In the past couple of years, Dynamics 365 has had a major facelift, with the introduction of a new (fully accessible, responsive, and fast) user interface, and the option to leverage out of the box AI (predictive opportunity scoring, relationship health, next best actions and more) with Sales Insights. You can now run all your forecasting (including predictive forecasting and snapshots) in Dynamics 365 Sales, and there is a brand-new mobile app for 2021 (with more features to be added in this release wave including integrating personal contacts and 1-click follow up actions). If you are in the market for a new CRM, I’d encourage you to discard any review about Dynamics 365 that’s more than about a year old and take a fresh look at it now.