Scenario 2

Peter leads the sales team at Contoso, and wishes to go through the goals set for each of the sales members and understand how they are performing against the goals that have been set for them:

1. Create Goals for each of the team members:

1. In Dynamics 365, we can define goals for each of the sales members. To define goals, navigate to Sales | Goals.

2. To create goals, we first need to define the Goal Metrics. Goal Metrics indicate the criteria against which the goals are being set. Out-of-the-box, we can configure Goal Metrics on three points:
   • Number of product units
   • Revenue earned
   • Number of cases

Check out the following screenshot for a better understanding:

We will just go through one example of Revenue to see how it works:

• The metrics could be of two types: Count and Amount. Count can be used in metric types, such as the number of cases resolved or the number of product units sold, where we are interested in the actual number of items rather than the value of one of their attributes.

• The Rollup Fields grid defines the collection of variables that are used in the calculation of the actual and in-progress fields. In the preceding example of the Revenue metric, we used the summation of the actual earned revenue in won opportunities as the actual earned revenue, and we used the summation of the estimated revenue in the in-progress opportunities as the in-progress estimated revenue field.

• The following screenshot shows the roll-up query of the actual revenue:

1. After Goal Metrics have been defined for each Sales Member, we will go ahead and define the goal:

• To create a new goal, click the New button. It should open up a form for entering the goal details:

• The following are some of the important details for the goals:

  • Name: This is the name of the goal
  • Parent Goal: This should be filled in if there are some parent goals or a goal containing this goal as a child goal
  • Goal Metric: This is the metric used for creating the goal
  • Goal Owner: This field should contain the sales member responsible for the goal
  • Manager: This field should contain the name of the manager of the sales member to whom this goal will be rolled up
  • Fiscal Period: This is the period for which the goal is defined
  • Fiscal Year: This is the year for which the goal is defined
  • From: This is the date from which the goal is defined
  • To: This is the date to which the goal is defined
  • Target: This is the target defined in the goal; for the sake of this example, since we are using Goal Metric as Revenue, the target revenue will be added

This way, we can configure the goals for each of the users. In the previous step, we used Goal Metric as the Revenue. Therefore, when the sales manager closes any Opportunity as won, the actual revenue defined in the opportunity will be added to the target that the sales member has already achieved.

Let's now talk about the Sales Activity Dashboard. Dynamics 365 provides an out-of-the-box sales member dashboard, which provides several insights to the sales manager as to how the member has performed so far. To find the Sales Activity dashboard, navigate to Sales|Dashboards|Sales Activity Dashboard. The following is a screenshot of the dashboard:

• My Open Opportunities: This is a quarter-based performance of the sales manager against the goals that have been set up. As you can see in the following screenshots, the orange bar represents the revenue of opportunities that are in progress, and the blue bar represents the revenue of the won opportunities:

• Leads By Source: This represents the source of the open leads in the system:

• Opportunities Pipeline by Sales Stage: Out of the box, a Dynamics 365 opportunity can be in one of the following stages: Qualify, Propose, Develop, and Close. This chart shows the distribution of revenue present in these open opportunities in the stage category.
• Top Opportunities: This is a view of all the top opportunities present in the system:

• My Activities: This is a list of all the activities owned by the user:

• • Sales Dashboard: As in a real-life scenario, all of the sales-related entities will be owned by the sales manager team and need to be visible to the sales manager. Dynamics 365 also provides a similar feature in which the sales entities owned by each user are visible to their manager. Once a sales manager logs into the system, they can navigate to Sales | Dashboard | Sales Dashboard to understand how their team is performing. The following screenshot shows the dashboard, along with a summary of what the view represents:

• • Sales Pipeline: This chart provides a distribution of the revenue present in the open opportunities, in terms of their stage category.
  • Top Opportunities: These are the top open opportunities, in terms of their revenue:

• My Active Account: These are all the active accounts of Sales users: