From Opportunity to Quote in Dynamics 365 Business Central

Dynamics 365 Business Central offers powerful tools for managing sales opportunities, enabling businesses to track and convert leads into sales quotes efficiently. In this demonstration, we'll explore how to create a sales opportunity, manage the sales stages, and convert that opportunity into a quote to send to the customer. These features not only simplify the sales process but also improve customer engagement and sales team productivity.

Creating a Sales Opportunity

Business Central includes a light customer relationship management (CRM) feature, allowing businesses to manage sales opportunities effectively. When creating a new opportunity, users benefit from role-tailored homepages that provide easy access to relevant tasks based on their roles. For example, a sales manager's dashboard will display shortcuts to key functions like entering sales quotes, tracking orders, and reviewing top opportunities.

In this demonstration, we create a new sales opportunity by selecting the customer contact, entering key details such as the project description (e.g., an office remodel), and recording the sales representative responsible for managing the opportunity. This functionality ensures that no sales lead is overlooked and that all relevant details are captured from the outset.

Updating and Managing Sales Stages

Once an opportunity is created, Business Central allows users to activate and update sales stages, ensuring that the sales process is transparent and measurable. By moving the opportunity through predefined stages, users can track progress and assess the likelihood of success.

For example, in this scenario, we activate the first stage of the sales process and update key fields, including the estimated value of the opportunity, the probability of closing the deal, and the expected close date. These updates provide the sales team with a clear picture of where the opportunity stands, enabling them to prioritize and allocate resources more effectively.

Converting an Opportunity to a Sales Quote

Once the opportunity has progressed, it’s time to create a sales quote. Business Central simplifies this by allowing users to convert opportunities directly into quotes. During this process, users can add line items such as products or services, specify quantities, and input pricing information. In our example, we added a desk and a chair to the quote.

After generating the sales quote, users can quickly send it to the customer via email, complete with a system-generated PDF attachment. This streamlined workflow helps reduce administrative effort and accelerates the quote-to-cash process, making it easier for businesses to respond to customer inquiries and move sales forward.

Conclusion: Why Dynamics 365 Business Central Enhances Opportunity Management

Dynamics 365 Business Central provides an integrated approach to managing sales opportunities, helping businesses capture leads, track progress, and convert opportunities into sales quotes. By offering tools for managing sales stages, generating quotes, and sending them to customers with ease, Business Central improves sales team efficiency and enhances customer engagement. These capabilities enable businesses to move through the sales cycle faster and more effectively, driving growth and improving the customer experience.