Microsoft’s Viva Sales Opens Up CRM Prospects By Easing Sales Woes

Despite significant product advances in Customer Relationship Management solutions, salespeople face many of the same engagement challenges they’ve had in the past. It’s still difficult to find information because it resides in multiple systems. Salespeople lack contextual insight, such as the types of interactions a prospect or customer may have recently had with the organization.

To address these challenges, Microsoft announced a new sales tool called Viva Sales. The company calls it a “new seller experience application.” Microsoft shared that many salespeople spend only one-third of their time with customers, and the remainder is focused on internal processes and workflows. While the actual percentage of time a salesperson spends with a customer will vary by organization, every organization has a tremendous opportunity to improve the sales process.

Viva Sales is an extension of Microsoft’s existing Viva product that it launched last year. Microsoft Viva is a platform that combines communications, learning, resources, and insights to improve the employee experience. It offers personal insights, a learning platform, an area for content curation, and for connecting and sharing information internally.

“Viva has more than 10 million monthly active users. Over 1,000 paying customers—including Blum, Nationwide, Old Mutual, PayPal, REI, and Unilever—are using Microsoft Viva to build a better employee experience, from promoting growth and wellbeing in the digital office to building a connected culture for frontline workers.”

The idea behind Viva Sales is to eliminate the friction in finding, sharing and logging prospect and customer information. It aims to break down data siloes and integrate information across applications such as email, collaboration, productivity apps and CRM. In a product video, Microsoft demonstrated how the system could seamlessly integrate customer and prospect engagement data from Microsoft Dynamics into Office application, Outlook and Microsoft Teams.

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