In the modern world of business, one has to be more than just hardworking to stay ahead; the need of the hour is innovation, streamlined processes, and actionable insights. Microsoft Copilot for Sales is designed to meet those needs by integrating cutting-edge AI technology directly into the tools sales professionals use daily. Below we look at how Microsoft Copilot can transform sales operations through enhanced productivity, automation of routine tasks, and driving better business outcomes.
Why Microsoft Developed Copilot for Sales
AI is hardly anything new for business applications. However, with Microsoft Copilot for Sales, the company has gone further than mere AI functions and provided a real assistant for users to act on the insights. Why now? Enterprises are drowning in data, but very few have ways to turn such data into insightful, real-world intelligence. Microsoft identified a need for users to have a solution that would push insights directly to them, without having to drill into infinite links or databases.
But even with those sophisticated CRM systems in place, conversion rates have shrunk, and sales have become inconsistent for so many organizations. Sales needed an AI-infused boost that automates mundane tasks, analyzes data, and makes suggestions to free them up for what’s most important: building customer relationships and closing deals.
Microsoft ran a focus group to gain further insight from sales professionals, through which came the following valuable pieces of information:
- 90% said they wanted easier ways to automate tasks to free up more time for building the pipeline and closing deals.
- 84% identified the need for technology that makes customer information more accessible.
The message was loud and clear: simplicity and ease of access, and to meet those needs, Microsoft developed Microsoft Copilot.
What is Microsoft Copilot for Sales?
Microsoft Copilot for Sales uses AI to drive productivity and sales efficiency by seamlessly integrating into familiar platforms like Outlook, Teams, and Dynamics 365. Using a large generative AI model, Copilot will assist users in their work by analyzing communications and customer interactions; making suggestions in real time and summarizing key discussion points in productivity apps, including Outlook and Teams; and automating routine tasks like composing emails, updating CRM records, and scheduling meetings.
For example, while a sales professional is composing an email in Outlook, Copilot can suggest relevant product information, details of the customer, pricing options, and even follow-up suggestions, all contextual to the conversation.
Key Benefits of Microsoft Copilot for Sales
1. Automating Repetitive Tasks
One of the most significant strengths of Copilot is handling routine and time-consuming tasks. From updating CRM records and preparing sales documentation to schedule follow-up meetings, Copilot automates these processes, freeing up time for the actual closing of deals by salespeople.
2. Providing Actionable Insights
Copilot doesn’t just provide the raw data; it gives insight into customer interaction, sales history, and communications patterns. It can suggest the best email template to use on a particular client or show opportunities in the pipeline that are most likely to close.
3. Communication Enhancement
A lot of the time of a salesperson is used to draft emails or prepare for meetings. Copilot streamlines this process by:
- Suggesting the content of emails based on earlier interactions.
- Meeting prep notes that summarize key information about the client and opportunity.
- Recommendations on best times to meet, aligned with the salesperson’s calendar and historical engagement patterns.
A Real-World Example: David's Sales Journey
A fictitious sales rep, David Mallory, used Copilot to manage his pipeline and engage with a client named Alex Baker. This example reveals several key features of Copilot in action:
Opportunity Summaries
Prior to a follow-up meeting with Alex, David used Copilot to write an in-depth opportunity summary, tending to what had been discussed previously, who the key conversation points were, and what stage the deal was at, all without having to scour through past emails or CRM records.
Meeting Preparation
Copilot had also provided a set of talking points for David’s meeting, such as Alex’s interest in sustainable products and recent discussions about a new model of coffee maker. These suggestions were informed by notes and data stored within Dynamics 365, ensuring at his fingertips he had everything he needed.
Email Drafting Assistance
After the meeting, Alex asked for more information about the product. David used Copilot to send a follow-up. The first time, Copilot auto-wrote a long and formal email. David wanted a short, casual response. In one simple prompt, Copilot shortened the email and relaxed the tone so that David could maintain the rapport he’d just built up with Alex.
Beyond Sales: Expanding Copilot's Capabilities
The capabilities of Copilot extend right across the Microsoft ecosystem, from marketing to customer service, even into finance and supply chain management; Copilot is being built into various Microsoft 365 and Dynamics 365 applications.
In addition, Microsoft introduced the Copilot Studio, a low-code interface where businesses can develop their models and chatbots. Such chatbots, empowered through natural language processing, can handle complex customer queries and provide personalized support.
Addressing Data Security Concerns
Data security is always a major concern when introducing AI-driven tools. Copilot uses the same security model as Dynamics 365, which means:
- Role-based access control ensures that users only view data they are authorized to see.
- Encryption in transit and at rest protects data as it moves between applications.
- Active Directory authentication ensures secure user login across all Microsoft applications.
In other words, Copilot follows the high standards at Microsoft for keeping data secure to protect sensitive business information.
Getting Started with Microsoft Copilot for Sales
Implementing Copilot is relatively easy. The lion’s share of the work, is going through what the organization is doing today with CRM, Outlook, and Teams, and making sure that maps to what Copilot can do. Once that is done, training sessions can be completed in just hours to get users up and running with Copilot almost immediately.
LBMC Technology Solutions offers a free Copilot assessment to help an organization understand their level of readiness today and identify paths to improvement. As part of that assessment, it looks at current workflows today and provides recommendations on how to position your Microsoft tools to gain maximum value from using Copilot.
Microsoft Copilot for Sales transforms the way sales teams can drive efficiency, improve customer experiences, and increase deal closure rates. Automating routine tasks, Copilot lets the sales professional do what they best do-build relationships and drive revenue.
To learn more or to schedule a complimentary Copilot assessment, contact LBMC Technology Solutions today.