CRM for Sales Managers

About CRM for Sales Managers

This course is intended for individuals who plan to implement, use, maintain or support Microsoft Dynamics CRM/365 in their organization. A typical course will be made up of sales managers, sales directors and sales team leads. The goal of the course is to learn how to increase sales through predictive, accurate forecasting.


Instructor-led classroom or online training. Classroom training is hosted at The CRM Team training suite, Design Quarter, Fourways.

Course Content
1. Sales Management Concepts
  • Work with customers – Identify customers who would benefit from sales management, identify core record types, describe how core record types are used in sales management, create and maintain customer records
  • Manage sales operations – Create, maintain and use sales literature; create and maintain competitors; create and maintain sales territories; configure multiple currencies
  • Understand social listening – Identify social media channels, create and run search to listen for keywords, create an alert, determine where social insights can be added
2. Manage Leads and Opportunities
  • Work with leads – Determine when to use leads and opportunities, create and maintain leads, qualify and disqualify leads, convert email messages to leads, describe stages and steps in the lead process ribbon, describe the lead conversion process
  • Create opportunities – Create and maintain opportunities, convert activities and leads to opportunities, evaluate when to use system-calculated or user-provided values for revenue fields, describe stages and steps in the opportunity process ribbon
  • Manage opportunities – Close opportunities; view resolution activities; work with opportunity views; create and maintain opportunity connections; add post, activities and notes in the collaboration pane; assign ownership of opportunity records to users or teams; add sales teams to opportunity records.
3. Analyse Reports and Sales
  • Manage sales metrics and goals – Define goal metric records; configure fiscal periods; define goal records; describe target, actual and in-progress values for goal records; describe how to recalculate goals; describe a rollup query
  • Work with reports and views – Build reports with Report Wizard; identify report outputs; export information to Microsoft Excel; differentiate between features of static and dynamic view exports to Excel; work with Advanced Find; share dashboards, charts and Advanced Find queries
  • Work with charts and dashboards – Create, configure and share personal charts; create, configure and publish system charts; create new system dashboards; describe uses of web resources and IFrames; differentiate between personal and system dashboards, charts and views
4. Power BI
  • Measure actuals against forecast – Be a lot more predictable in your forecasting, understanding pipeline velocity and keeping track of stalled deals and slipped deals.
  • Blend data – Understand what other business components affect your sales performance
  • Predictive analytics – use trends and patterns to focus your time on deals that will close most effectively.

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