Summary

The Dynamics 365 sales process typically starts its life as an Opportunity.

However, there are a number of routes your sale can take, dependant on your business processes, integration to your ERP and finance system and of course the individual sale in question.

This blog will explore the sales model overview.

The Standard Model

Traditionally, the standard sales model will follow the process of Opportunity – Quote – Order – Invoice.

The below diagram illustrates this traditional sales model.

Opportunity to Quote to Order

When creating an Opportunity, you are able to add Products which will then be used as a ‘template’ for creating Quotes related to this Opportunity.

When a Quote is created, it is set to Draft by the system. As soon as you are happy with your changes, you can Set it to Active and send it out to your customer.

You will then have choices:

• Create Order will create an Order in a New status.

• Revise will close this Quote, copy it to a draft Quote with the same Quote number, revision 1.

• Close Quote will close this quote as either Revised (same as above), Cancelled or Lost. You can choose what you’d like to do here.

• Create Order will close this Quote as Won and create a new Order.

If your Opportunity only has 1 Active quote when creating the Order, the system can also close your Opportunity for you.

What happens after the Order?

At this stage, you will follow the path that is best suited for your business. In the traditional world, the Order will be placed and the customer will be Invoiced.

It is possible to invoice from your finance system. In order to do this, you would need the Order information to be copied or automatically pushed into your ERP system.

Dynamics 365 does however have the capability of creating and managing Invoices. On the Order, you have the below 3 options to move it to the next stage.

NOTE: If you have the standard Microsoft Dynamics 365 CRM to Business Central integration, you will have an additional option here – Submit Order. This submit button will push the Order into Business Central and lock the Order in the CRM system so that it cannot be edited. The posted Invoice is however pushed back into CRM for visibility.

If you are using Dynamics 365 CRM for your Invoice management, you will have these options on the Invoice form.

Additional Information

Microsoft have various help pages on this topic of which this one is a good starting place: https://learn.microsoft.com/en-us/dynamics365/sales/close-quote

Further Information

If you have any questions about this or need assistance, then please contact the GCC Group Support Team on 0345 260 1151 or servicedesk@gccgroup.co.uk

Microsoft Dynamics 365 CRM

Deliver dynamic insights to transform your sales team and build lasting customer relationships.

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Speak to a member of the GCC team to find out more.