Does the CRM module allow for sales forecast input and simulations? If not, is there another module in the Dynamics package that will?
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Hi Elizabrth & Neil,
Dynamics like virtually all other CRMs (to quote Neil) 'does not have strong features for sales forecasting'.
So the lack of a strong forecasting module is NOT a deficiency of Dynamics, it's a deficiency of all CRMs. And it's up to ISV's to provide an integrated solution to this problem.
We are an ISV and do have an integrated solution to the forecasting problem of Dynamics.
We are also a Microsoft partner.
Now, I do not want to run afoul of the authorities of this forum by breaking any rules on self/company promotions, so that's all I say on the subject.
If you're interested in finding out what we do, here's my email: mel.harding@OcculusSales.com
Neil, don't confuse revenue forecasting and sales forecasting; revenue forecasting is done by the CFO, sales forecasting is done by the VP of Sales.
The sales forecast comes first, and should equal the revenue forecast, but rarely does. Much to the frustrations of the CFO.
The Dynamics forecast is a sales forecast (so is SalesForce and the rest of them).
If go into SALES > Sales> Opportunities, you'll notice a 'Probability" of success next to each deal the sales rep is working on.
It's this information that forms the basis of the sales forecast, usually done in an Excel spreadsheet.
Mel Harding
Microsoft Dynamics CRM does not have strong features for sales forecasting and running simulations. I'm not sure whether other products in the Dynamics family (AX, NAV, GP) are any better at this.
One challenge, for example, is that CRM considers a sales opportunity to have a close date, and the entire value of the opportunity is recognized on this date. There's no standard feature for a user to specify when the revenue will be recognized. In many industries, revenue can't be recognized when a contract is signed; instead it is recognized only after the goods/services are delivered.
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