Dynamics 365 sales process modernisation

The problem

CRM adoption stalls when the system records administration rather than supporting the sale. Stages do not match the real qualification path, forecasts rely on individual optimism, and duplicate accounts accumulate because there is no ownership of master data.

Our approach

The sales process is mapped with the people who use it, then implemented as a small number of meaningful stages with explicit exit criteria. Forecast categories are defined against evidence rather than confidence. Duplicate detection, matching rules and ownership routing are configured before migration, and legacy data is cleansed with the business rather than imported wholesale. Sellers get a focused interface with the fields they need at each stage.