CRM software solutions

Lead Management and Sales Forecasting

Lead Management and Sales Forecasting features allow Sales Managers to keep a close eye on all new lead activities, and the sales forecasts on those leads. A major reason why so many potential leads fall into cracks, is because an automated Lead Management system is not in place. Sales Managers are often unable to get an accurate picture of the sales in the pipeline. With good lead management Sales Managers are able to see what sales reps can accomplish as the sales are expected to close. In today's market, Lead Management and Sales Forecasting are the most important tools to run an effective Sales Campaign.

Lead Management in Microsoft CRM:

A lead can be an inquiry from a website or it can be a prospect who phone  for information on products or services. Microsoft CRM, when you receive an inquiry, it is tagged as a "new lead." These new leads are tracked in a separate section within the CRM window. 

What kind of info can we gather from new leads?

Microsoft CRM allows the entry for detailed pertinent information on each new prospect, at which point the sales process starts to kick in.

Dynamics CRM data gathers information that is essential to closing a sale. Data fields include entries for tracking leads, project size and sales process. The benefits of having precise & concise information are obvious.

The sales manager will gain the comprehensive overview of all the new leads in the system at a glance.

Lead Qualification to Sales Process:

Once the information has been entered into the system, it can be routed for assignment to the designated sales rep. The sales rep is automatically notified when a new lead is assigned to him.


The sales rep can then follow up with the next important steps to ensure a sale is closed. In  Microsoft CRM, a sales rep has the discretion to accept or reject any lead, based on the merit of that lead.. Likewise, a sales manager is also given the option to track all 'qualified' and 'unqualified' leads including those that didn't fit the sale’s profile.

Sales Forecasting in Microsoft CRM:

When a lead converts to a qualified prospect, a 'forecast' sales entry can be made for the prospect in the CRM. This is known as  'Forecasted Sales'. Forecasting of sales introduces certain new variables such as the probability of the sale, the dollar value attached, and the expected close date.

What do Managers want to see in Sales Forecasting?

Managers want to see what the future entails relating to sales. Forecasted sales re sales that are scheduled but which have not yet closed.

The ability to forecast sales provides managers with the necessary tools to evaluate each sales rep for their projected sales, and it also offers the abilty to analyze the overall sales figures for the upcoming quarters.
 Dynamics CRM makes it possible for the managers to report the dollar figures on sales as well as the probability of closing for each sales rep associated with the forecasted sales.

In other words, the sales managers will know the number of sales a rep is working on and probability of closing those sales. They can then use this information to compare the performance of the sales reps.—It can also be used to evaluate an individual sale rep’s performance.