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MB-280 - Implement Dynamics 365 Sales - Coggle Diagram
MB-280 - Implement Dynamics 365 Sales
Configure core functionality of Dynamics 365 Sales
Evaluate predictive lead and opportunity scoring model performance
Configure predictive lead and opportunity scoring models
Enable and configure predictive lead and opportunity scoring
Leads
Work with higher scoring leads to close deals
At least 40 qualified, 40 disqualified leads
in the time frame you choose
Writes back to msdyn_predictivescore table
Simple filters
Will only be allowed to be published if accuracy is high enough
10 models overall
Dont have duplicates that are effecting same records as not clear which one is showing on form
Shows only ootb PBF enable tracking on BPF to allow
Retrained automatically - 15 days
Machine learning scoring of historical data
See the effect of an attribute on the score
Edit attributes that are considered
No Attributes on custom entities
No Sys Generated
No date/time
Needs Advanced Sales Insights
Sales Ent and up
Opps
Same as Lead
Adds Per stage - shows influence of attributes at each stage
Add widget to opp/lead form same as adding pcf control
Configure Lead Qualification
Define whether record creation is autionatic or done by seller
Seller
Record creation can be selected
Account/Contact standard mapping
Can modify the Opp form that is displayed in qualification process
Ensure user has access
Can allow 1 or upto 5 opps
Automatic - defined list of field mappings
Configure the opportunity pipeline review
Special View to show pipeline, selected in Opp view list
Can define which form appears when user clicks an opp as default
Others appear, restricted in security/app
Can customise appearance
(users can choose)
Compact header
BPF
Extended width
Metrics for sellers
Appear on top of graph
Can add own or edit
Filtering
Choose field and how it is aggregated
Can decide on which charts are visible
Can decide on a few details for each, including tooltip fields
Interpret the sales pipeline chart
Interpret the opp pipeline view
Configure & deploy Sales mobile app
Quick Forms by default
Can change to standard forms
Custom notifications via Flow Action
Setup the Product Catalgoue
Configure Product catalog settings
Enhanced Experience - new interface
Can alter views displayed
Product starts in active state
(if not part of family)
Pricelist can be set via terriroty rule or selected
Can define custom pricing or use default model
Can set max no products / properties per product or bundle
Can make price list optional
Can calc discount on line or unit
Differentiate the Prod Catalog Components
Discount List (first)
Discount on volume
Units
Establish 1, box, pallet qty
Product
1 can is sold in box of 12 or pallet of 144
Create pricing by associating prod with price list creating price list item
Products
Price List
Unit Group
Breaks down products from the minimum to how it is sold
Bottle in cases in pallets
Subject Tree (optional)
Lifecycle
Draft
Active
Retired
Under Revision
Only active products are available for selection
Can Clone
Can have hierarchy
Can be part of bundle
Can be part of Family (create family first as can not be changed)
Name
Manage the product lifecycle, including creating, revising, cloning, and retiring
Create Product Bundles
Configure Product Families
Product Family
Grouping of products
Needs republishing to spread
to children
All parts (starting at family) need to be published
Related products
Allows for cross selling/upselling
Bundles
Group of products sold together
Has pricing etc seperate to products in bundle
Can specify how many of a product inc in bundle
Needs to be activated to visible as well as all child products
Build Price Lists and product pricing
Evaluate Product Pricing
Time limited
Can be linked to multiple territories
Price Lists
Many pricelists
Customer has a default
Feeds Opp
Price list from various sources defines that on Opp, can be changed
Have currency
Can be activated or deactivated
Price List Items
Items can be based off list price or static pricing
Have Unit, price per unit, quantity, discount
Have pricing method
Currency amount
Percentage of list
Percentage Markup – Current Cost
Percentage Margin – Current Cost
Percentage Markup – Standard Cost
Percentage Margin – Standard Cost
Markup is on top of, Margin is calculated from final
Have rounding policy
None
Up
Down
Rounding Option
Ends in
Multiples of
Rounding Amount
Require additional fields available on product form to insert list price & cost price
Configure Multiple currencies & evaluate currency calculations
Create Currencies in admin
Keep conversion upto date
price list has currency
Opp currency can differ, will be converted
Configure Goals & Forecasting
Create & Edit Goals
Goal Matrix
Rollup queries
Actual
In Progress
numeric field from entity you want to measure
Target
Value to reach
Period
Owner
User or Team
Can have a parent
Can run calculation manually
System settings has periodic refresh
Charts
Percentage Achieved
Goal Progress (Counts)
Goal Progress (Money)
Both have 4 bits of info
Ultimate target
Today's target
In Progress target
Actual achieved
Todays target vs actual (Count)
Todays target vs actaul (money)
target for performance
Manage Forecasts
Build Forecasts from templates
Configure Security for and access to forecasts
Forecasts Admin
3 Templates
Org Chart
Goes of user management hierarchy
Territory
Product Hierarchy
Rollup columns and projections depending on type
Can define your own roll up relationship
Can define quarterly/monthly time frames for forecast
Can be more specific
Owner is defined at each level of heirarchy by user field on table
Define fields to be displayed & calculations used in Layout
Filter can be applied to restrict records further
Drilldown by entity or option set
Advanced Options
Auto-hide parent
Only show child rows if there is a quota
Multi-currency
Javascript to allow underlying records customisation
Disable fields matching certain conditions
Quotas can be added by excel import
Defined in Sales App Settings
Displays in Sales/Performance
Only displays if you have role/ownership of a forecast
Shows Hierarchy as defined in forecast.
Can display as Kanban
Shows related records - records making up the forecast
Can adjust ceertain fields for you or direct reports
Security
Can add another security role
Can define sharing
Configure rollup Queries
standard filter to use in goals and forecasts
Configure & Use Sales Intelligence Features
Confirgure & Use the Assistant
Cards in dashboards, entities and assistant
Can change status from the card
Can be configured to display by role (preview)
Cards can be configured to decide on order they display
Lightbulb in top row
Insight into relationships with customers and prospects
Configure & Manage custom insight cards
To create new, needs to be triggered from Flow
Edit done via Flow
Can have rank/priority to define which appears first
Can filter by sec role
Differentiate Standard & Premium Features
Standard Fetaures
Assistant
Cards in dashboards, entities and assistant
Can change status from the card
Can be configured to display by role (preview)
Cards can be configured to decide on order they display
Lightbulb in top row
Insight into relationships with customers and prospects
Email Engagement
Tracking of emails and attachments
When it was opened, links clicked etc
Needs onedrive config for attachments
Additional options on email form
Follow Email
Default on
Option in contact preferences to prevent
Counters and info on when email was opened, links clicked
Send Later
Set Reminder
Sets condition to be reminded off
If not had reply
If not opened
Remind anyway
Auto Capture
Allows display of emails from contact etc in D365
Still have control on tracking to make visible to others in D365
Only visible to user
Relationship Analytics
Connection scoring, predective scoring
Lots of AI
Can configure weights for scoring on interaction with a customer
Premium Features
Premium Assistant
Allows ranking and custom cards
Custom cards get data via Power Automate
Triggered or scheduled creation of card
v2 connector now has custom action abilitiy too
Notes Analysis
Recommends actions depending on notes that are entered
AI read of note
Auto capture
Also suggests/creates contacts
Conversation Intelligence
Ability to get sentiment/keywords from phone calls
KPIs on call length,
Keyword detection, action item extraction
Relationship Analytics
KPIs on health of relationship between sales and contacts
No interactions
Time between interactions
Type of interaction
Tracks time spent, no interactions and guages health
Charts available for display
Adds tab to Account
Compares to similar deals
Time spent, response time, email send/receive ratio
Need at least 30 won & 30 lost opportunities
Can alter importance of interaction type
tweak optimum time to communicate with customers
Talking Points
AI highlighting of topics used to create conversation
Appears as widget in Contact
Who knows whom
Displays in visual users who have interacted with lead
Predictive Scoring
Displays likelihood of success for leads, opportunities
Premium Forecasting
Defines revenue outcome depending on history
Can be tweaked to include list of attributes to check
Can automatically qualify leads that reach score
Interpret relationship analytics
& improve relationship health
Configure Copilot for Sales
Record Summarisation
Summarise an Opp
Summarise a lead
Summarise an account
Can edit what fields are displayed
Can choose the sections that appear
Recent Changes
Summary of changes to core sales tables
Can edit what fields are displayed
Information Assistance
Info from sharepoint to be source
Meeting Prep
Insights into attendees and assocaited records
Meetings with external attendees
Must have link to opp
Email Assitance
COmpose and send emails
Email summry
unanswered emails
Account News
Only if BIng enables
searches web for account
Setup conversation Intellgence
Configure Sales Engagement
Sales Accelerator
Work List
User can interact, complete or review in panel
Can be filtered/ordered
List of assigned activities, prioritised
Up Next
Defined Next Best Action for the record
Can be defined in Sequence
Sequences
List of activities to perform
Can be adaptive
Simple version of marketing orchestration
Email interactions, delayed reply etc
Phone Interactions
Business Process stages
Needs to be assocaited with records
Manually
Power Automate