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Why most CRM rollouts stall, and how we avoid it
CRM projects rarely fail on technology. They fail when the system asks salespeople for information that helps somebody else, on screens designed for an administrator, with no payoff for the person typing. Within three months the pipeline review is back in a spreadsheet and the CRM is a very expensive address book.
We start from the other end: what does a salesperson need on a Monday morning, and what does the sales manager need on a Friday afternoon? The answers become the forms, views and dashboards, and everything else is either automated or left out.
What we set up
Your pipeline, your stages
Lead and opportunity stages that match how deals really progress, with the few fields each stage needs and nothing else.
Quotes on live prices
Products, price lists and discounts synced from Business Central or your ERP, so a quote never promises stock or a price the business cannot honour.
Outlook and Teams
Emails and meetings tracked from Outlook in one click, and deal rooms in Teams for larger opportunities.
Forecasts managers trust
Forecast categories, rollups by team and region, and dashboards that show movement week on week rather than a static total.
Automation that saves typing
Assignment rules, follow-up reminders and approval flows in Power Automate, so admin happens in the background.
Copilot where it helps
Meeting and email summaries and opportunity overviews for teams licensed for Copilot, switched on after the basics are working.
How the rollout runs
- 1
Sales process workshop
Two sessions with reps and managers to agree stages, definitions and the reports that matter.
- 2
Configure and connect
Entities, forms, views, price lists and the ERP connection built in a sandbox you can click through as it grows.
- 3
Data in
Accounts, contacts and open opportunities cleaned, de-duplicated and imported, with owners assigned.
- 4
Train by role
Reps learn the three screens they use daily; managers learn forecasting and dashboards.
- 5
Adoption check
Thirty days after go-live we review usage data with you and adjust whatever is being skipped.
Dynamics 365 Sales questions
Which Sales licence do we need?
Microsoft offers Sales Professional for core pipeline management and Sales Enterprise for more advanced forecasting, customisation and integration. The assessment maps each role to the lowest tier that covers its work.
Can it connect to Business Central?
Yes. Microsoft's standard integration synchronises accounts, contacts, items, prices and sales orders between Dynamics 365 Sales and Business Central.
We use Salesforce today. Can you move us?
Yes. Accounts, contacts, opportunities, activities and notes can be migrated, and we map your Salesforce stages and fields to Dynamics 365 before any data moves.
Talk to us about your project.
Tell us what you run today and what has to change. A senior consultant replies with a written next step.