Viva Sales is a new seller experience application from the Microsoft ecosystem that brings together any customer relationship management technology (CRM), Microsoft 365, and Teams to provide a more streamlined and AI-powered selling experience. The past two years have changed the way we work. Employees are demanding more from their employers in today’s hybrid world – from the tools they use to the hours and the places that they work. For sellers, the hybrid work environment means spending more time in video conferences, chats, emails, and documents to connect with customers and close deals. Viva Sales is a seller experience application that lets sellers use Microsoft Office 365 and Microsoft Teams to automatically capture data into any CRM system, eliminating manual data entry and giving more time to focus on selling. The expected date of release will be Q4 2022. Salespeople also need to access their CRM system – as well as multiple applications and databases – several times a day to stay on top of their accounts. This adds up to dozens of interruptions as they navigate among these disparate applications and the collaboration and productivity tools, they’re using to accomplish administrative tasks, collaborate internally and work on deals. Yet, all sellers want is to spend more time with their customers. Through this new application, Microsoft Viva Sales takes on the Salesforce-Slack tandem. The Salesforce-Microsoft rivalry reignites as CRM applications vendors focus on employee experience by automating tasks that subtract selling time from sales data. Microsoft Viva Sales will force some interesting decisions for technology buyers, especially at organizations that use both Salesforce and Office 365.
Viva Sales Enriches your CRM and Brings Intelligence Back to the Seller
Viva Sales is a new modern way of selling. As a smart CRM companion, Viva Sales makes sellers’ lives easier while enriching their CRM. Think about all the customer and deal insights that are already in Outlook, Teams, and Office applications like Word, Excel, and PowerPoint, but never make it into the CRM system. These insights are hard to capture because the seller is tasked with entering data manually. The future of selling is through bringing the information sellers to need at the right time, with the right context, into the tools they are familiar with so their work experience can be streamlined. Viva Sales builds on Microsoft Viva, which provides an integrated employee experience platform that supports everyone throughout their employee journey. Viva Sales is an offshoot of Microsoft’s Viva line of HR employee experience automation tools and will be a separate item on the price list from the Viva Suite. Microsoft Viva is an employee experience platform that brings together communications, knowledge, learning, resources, and insights in the flow of work. Powered by Microsoft 365 and experienced through Microsoft Teams, Viva fosters a culture that empowers employees and teams to be their best from anywhere. Viva brings together communications, knowledge, learning, goals, and insights to empower every person and team to achieve more from anywhere. With Viva Sales, the aspirations of the first role-based Viva application specifically designed to meet sellers’ needs are envisaged.
Reimagining the Sales Experience
With Viva Sales, we are reimagining sales, empowering salespeople with AI-driven insights and data automation right in the flow of work – in the productivity and collaboration tools millions are already using every day – Microsoft 365 and Teams. By enhancing the CRM system with customer engagement data from Microsoft 365 and Teams along with the power of artificial intelligence (AI), Viva Sales empowers sellers to be more connected with their customers, resulting in more personalized customer engagements and closed deals faster. This happens through a simple customer tagging feature, which automates the data capture, saves the seller time, and provides their organization with a more complete picture of the deal and customer status. With AI embedded throughout, Viva Sales is like a sales coach to move deals along with recommendations and reminders. This intelligence layer provides sellers with the information they need to help them be more productive.
Remote Work Gives Rise to Automation Tools
Microsoft Viva Sales was necessitated by the popularity of remote work. Salespeople need to cut down on repetitive tasks that require app-switching. Moreover, because salespeople are closing deals digitally, the process creates a richer trove of data that tools like Microsoft Viva Sales can mine while cutting down on administrative tasks that can take up to one-third of a sales rep’s time. Microsoft’s going to need to show, with clear examples, how the additional cost of Viva Sales justifies what a standard Teams CRM integration doesn’t deliver. Because of hybrid work, digital selling has become the primary selling motion. There’s so much data that resides in the productivity tools and collaboration tools, especially given how much time they’re spending engaging with customers in their virtual meetings. While reducing data entry has timesaving benefits and enables sellers to spend more of their day selling, automation also promotes the accuracy, she added. The same data doesn’t always translate from app to app when a sales representative must manually enter it in multiple places. Both Salesforce and Microsoft continue to focus development efforts on employee experience with AI and automation. This is a trend across customer experience applications, including customer service tools where vendors such as Pegasystems and Genesys are working to improve the agent experience by reducing app-switching and employing AI to suggest answers to customer inquiries.
Automation such as that in Microsoft Viva Sales can also bridge legacy workflows with state-of-the-art cloud applications. For example, many sales organizations still run sales operations in spreadsheets, regardless of which CRM system they use. Viva Sales can potentially save time automating the flow of that information through CRM and collaboration tools. Vistas Cloud is the global IT specialist on Microsoft Dynamics 365 l. We’re technology advisers with several years of experience, transforming businesses across the globe. With finance at our core, we help build and support SMB & SME businesses from the ground up, utilizing cloud technology to help you do and achieve more. Our technology support strategy allows businesses to move to Microsoft Dynamics 365 with worry-free and business friendly pricing.