Yield Management
Term from the CRM Lexicon
Definition
Yield Management is a strategic method for revenue optimization, where prices, capacities, and offers are dynamically adjusted – based on demand, customer behavior, and market conditions. In the CRM context, this means that customer data and sales opportunities are systematically analyzed to make the right offer to the right customer at the right time – and at the optimal price.
CRM systems like Microsoft Dynamics 365 enable data-driven control of these processes through integrated analysis and forecasting tools. This involves using historical sales data, lead scoring, segmentations, and AI-powered forecasts to support revenue maximization.