Reporting and sales process defining are key elements to measuring success and identifying trends for sales strategy. There are a few limitations that are revealed in comparing Salesforce to Microsoft Dynamics 365 Sales Enterprise.
Salesforce activity forms are great out of the box, but when a sales team desires to leverage a custom activity report, they may find that Activity Type is not something they can report on. If this is identified at the initial configuration of the system, a workflow can be used to pull the activity type value to a custom field on the activities object and is will be a non-problem, but if this workflow is implemented at a later time, no previous activities will have the value stored, and this can create a cut-off in your data. Microsoft Dynamics does not have this problem, as Activity type is easy to report on, and custom fields can be added to the forms to categorize activities in a more granular way. Although Salesforce will allow custom fields to be added to activities, the custom form for an Out of the Box Activity will not be available in the Activity Publisher Module.
Sales Path vs Sales Ribbon
This visual gamification of the sales process can support a Salesperson to quickly identify what are next steps to moving the deal along, and also for Management to quickly filter reports. Both Salesforce and Dynamics 365 have this feature, but there are differences. In salesforce, a Sales Path is limited to 5 fields per stage. When a complex sales cycle requires additional gatekeeper fields such as the confirmation of an NDA execution, this limitation can lead to the creation of multiple linear stages that in reality overlap. Microsoft Dynamics 365 Sales does not limit the fields on the stage of the sales process ribbon, although best practices suggest keeping these gatekeeper fields concise for ease of use.
To learn more about other Salesforce and Dynamics Comparisons, check out these articles:
Dynamics 365 vs. Salesforce Feature Comparison: Advanced Search
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