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Lead To Business Process - Visuals Out of The Box

Posted on by 20

Hey guys, 

We have been working in the Dynamics 365 CRM for 4+ years now and we have never classified or used the lead activity within our system. During COVID-19 pandemic we have transformed our sales team into less of a support of customers and now into a more of a Hunter role. This new sales structure in our company is now based on locating and finding leads and then qualifying those leads into opportunities. Out of the box it is my understanding that there is no Sales pipeline that shows the Lead to business process by count or by $ value. 

The reason we want to have this view is to understand how many leads are these reps generating. What activities are they doing during the lead process and how hard are they working each and every lead. We want to have some type of metric that shows the effort that is put into the working of these leads accounts eventually turns into qualification or an opportunity. My question is did we customize something in Dynamics that is restricting us from working through this metric or is this something that others are using today? 

Please share any insights on this process and how you or people you have seen use this function and then how we can use this :) 

Thanks!

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