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Microsoft Dynamics CRM 2011 Applications (MB2-868) Certification Guide by Danny Varghese

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Creating and managing goals

Microsoft Dynamics CRM 2011 enables an organization to track goals for an individual or a team. These goals can be rolled up by a manager to see how a certain group of individuals is progressing.

Business scenarios

Race2Win Insurance Company's sales teams have been working their opportunities and progressing them through the various sales stages. Each sales person within the company has a sales quota to meet by the end of the year. Each fiscal quarter, the sales manager meets with each member of the sales team to review progress towards the quota. One of the key metrics the sales managers follow is the amount of actual revenue generated from won (closed) opportunities.

Race2Win was able to accomplish this by using a ...

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