Most organizations already have a CRM system… yet sales teams still struggle with the same daily frustrations: manual entry, inconsistent processes, disconnected tools, and incomplete data. The technology is there, but it’s not doing the heavy lifting.
The good news? With the right configuration and a few targeted changes, Dynamics 365 Sales can dramatically reduce administrative burden, standardize the seller experience, and give leaders accurate visibility into their pipeline — all without adding complexity.
This guide breaks down practical steps any sales organization can take to make their CRM work harder, not become another task to manage.
75%
of organizations use a CRM system
70%
of seller time is still spent on admin work
64%
say they lack time/energy to do their job effectively
These numbers illustrate a clear disconnect: most teams have a CRM, but far fewer teams benefit from it.
Across the companies we work with, CRM challenges typically fall into a few consistent buckets:
Two companies can run the same CRM platform—Dynamics 365, Salesforce, HubSpot—and end up with completely different outcomes.
That’s because the impact of a CRM isn’t based on which system you buy; it’s based on how it’s implemented, governed, and maintained.
Some CRMs act as glorified rolodexes. Others drive organizational strategy, automate work, and deliver AI-backed insights.
A structured maturity model helps teams understand where they stand today and what “better” actually looks like.
Most organizations fall somewhere within these five stages:
Basic data entry. No consistency. Low adoption.
Standard pipeline stages and dashboards create a foundation for scalable growth.
Data becomes trustworthy, processes become consistent, and automation removes manual work.
AI insights, activity signals, and machine learning inform decisions.
CRM drives organizational strategy with full integration and continuous improvement.
Key question: “Where are we today, and what is the most realistic next step we can reach in the next 12 months?”
Once teams understand their maturity level, the next step is action. Here are the highest-impact improvements you can make without heavy customization.
Sales Accelerator & Sequences
Automatically prioritize daily activities so sellers know exactly what to do next.
Copilot for Sales
Summaries, suggested next steps, and drafted responses turn hours of admin into minutes.
Power Automate
Trigger follow-ups, assign tasks, send alerts, and sync data across apps.
Outlook & Teams Integration
Update records, qualify leads, and log activity directly from the tools sellers already use.
Result: fewer clicks, less admin time, and more time selling.
Business Process Flows
Clear, consistent stages across all reps.
Lead Routing Rules
Instant assignment to the right seller based on geography, product, industry, or workload.
Quick Create & Editable Grids
Fast, frictionless data entry that encourages adoption.
CRM Panes Inside Outlook & Teams
Simplifies updates and reduces context switching.
Forecasting Workspace
Rollups by team or rep, always up to date.
Predictive Scoring
Highlights deals most likely to close — and those at risk.
AI-Driven Insights & Recommendations
Surface activity gaps, engagement issues, next best actions, and coaching opportunities.
Result: pipeline reviews go from reactive and subjective to proactive and evidence-based.
If your CRM feels like it’s slowing your team down — or you’re not seeing the ROI you expected — you’re not alone. Most organizations struggle with adoption, data quality, and process consistency long before they ever get to predictive insights or AI.
The good news is that meaningful improvements don’t require a massive overhaul. A handful of targeted adjustments can dramatically boost productivity and give sellers and leaders the clarity they’ve been missing.
If you’d like help assessing your current maturity stage or identifying fast, high-impact wins for your team, TrellisPoint can guide you.
Get a clear, realistic picture of where your CRM stands today—and a prioritized roadmap for the next 6–12 months.
Talk to a TrellisPoint expert