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Organizations can automate repeatable sales activities and respond to external events by standardizing best practices using the playbooks feature in Dynamics 365 for Sales. Playbooks can include guided actions and contextual sales materials that sales representatives need for closing deals and can be triggered manually or automatically based on entity record events.
Lets look at the basic expectations of sales managers and sales representatives.
Playbooks help your organization meet the expectations of sales managers and sales reps and drive sales efficiency, productivity, and consistent outcomes.
Here are some scenarios where your organization could use playbooks:
Authoring and launching playbooks
Sales managers can author playbook templates without any dependency on the system admin, in a few simple steps as illustrated here.
Sales professionals can launch playbooks manually or these can be triggered automatically via a workflow or business process flow when a certain scenario occurs. Sellers can work on the activities of the launched playbook.
Learn more about how to create and use playbooks, including links to step-by-step instructions, by going to Enforce best practices with playbooks.
Playbooks and business process flows
Playbooks can be powerful tools when used in conjunction with business process flows to guide sellers through event-based or complex scenarios in the sales lifecycle. A business process flow guides users through the processes their organization has defined for interactions that need to be advanced to arrive at an outcome or goal. For sales scenarios, the business process flow spans various stages, from lead to cash. While a business process flow sequentially structures the set of checklists or things that need to be done in its stages, playbooks can be used to summarize the detailed set of activities that need to be accomplished at a particular stage in the business process flow, providing guidance to the seller working on a deal.
For example, a sales manager could create a playbook template to be launched every time an opportunity reaches a certain stage in the business process flow. To trigger an automatic launch of the playbook, the admin can create a workflow to launch the playbook and add the workflow as a step in the business process flow, which can be triggered when the business-process-flow stage changes.
See Add an on-demand workflow to a business process flow to learn more about how to trigger a workflow from a business process flow.
Playbooks are a great way to automate repeatable processes and respond to events, thereby improving sales reps’ efficiency and productivity, and helping to ensure more consistent outcomes for your organization.
Dynamics 365 for Sales is making strong investments toward helping sellers automate their work and guiding them on their next best action. The playbooks feature is the initial step in that direction. Stay tuned for future innovations from our product in this area!
The post Use playbooks for guided selling in Dynamics 356 for Sales appeared first on Dynamics 365 Blog.
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