Configure Copilot in Sales
Copilot is available in Dynamics 365 Sales out of the box, but it needs to be configured before your sellers can get the most out of it. As an administrator, you control which apps Copilot is enabled in, and which record fields it uses to generate summaries and surface recent changes. This unit walks through how to configure those settings in Sales Hub.
Turn Copilot features on or off in Sales Hub
Copilot is turned on by default for organizations in regions where an Azure OpenAI Service endpoint is available. For all other regions, an admin must consent to cross-region data movement in the Power Platform admin center before turning Copilot on in Sales Hub. Even if your region has a local Azure OpenAI endpoint, enabling cross-region data movement as a fallback is recommended to avoid interruptions if a regional outage occurs.
Prerequisites
Before configuring Copilot in Sales Hub, confirm the following are in place:
- Your organization is in a supported region. If not, consent to data movement in the Power Platform admin center.
- Your Power Platform administrator has turned on Copilot in Dynamics 365 Sales in the Power Platform admin center under Copilot > Settings > Dynamics 365 Sales > Copilot. Until this is done, the Copilot settings page in Sales Hub is disabled.
- Your organization's data loss prevention (DLP) policies allow the connectors that Copilot requires.
Copilot is configured in the App Settings area of the Sales Hub app, Under General Settings, select Copilot.
Note
If you didn't provide consent for data movement, select Go to Power Platform admin center and follow the instructions to provide consent.
The Copilot Configuration screen contains six sections:
Setup
Agents
Opportunities
Leads
Accounts
Knowledge sources
Under Enable Copilot for, select a global setting that you want to apply for all Sales apps and then override the setting at the app level. For example, if you want to enable Copilot only for the Sales Hub app, select Off for All apps and then under Individual apps, select On only for the Sales Hub app.
Set up Copilot
The setup screen is where you'll define which sales-related applications you want it to be available in. As mentioned previously, in North America, Copilot Chat is turned on for all Dynamics 365 Sales apps (with lead and opportunity tables).
You can define the apps you want to enable it for, by expanding Manage apps.
Select Publish.
The Welcome to Copilot pane opens in the right-side pane with a quick tour.
Define fields for generating summaries and recent changes list
One of Copilot's key features is its ability to provide summaries of lead and opportunity records. Sellers can ask Copilot to provide a summary of the record and have it provide them with the most recent changes to the record.
By default, Copilot uses a set of predefined fields to generate summaries and recent changes for opportunities and leads. Administrators can modify the lead and opportunity fields that are used, as well as leverage fields from related tables to make the summaries and recent changes list more relevant based on your business needs.
On the Copilot page in the App Settings area, select either the Opportunities,Leads, or Accounts tab. For training purposes, we'll be walking through the Opportunity settings page, but the Lead and Account settings page is similar.
The settings page is broken down into two tabs.
Summary: Allows you to define the fields that will be used when generating summaries.
Recent changes: Allows you to define the fields that will be used for generating the recent changes list.
Important
The recent changes list is generated from the audit history. This means that auditing needs to be enabled for at least lead and opportunity records. If the Recent changes tab isn't available, it means that auditing is turned off globally or for the table you selected (leads or opportunities). Select Turn audit on in the notification bar to turn on audit history for all the tables in the Recent changes tab.
Adding fields
For both Summary and Recent changes, you can define a maximum of 10 fields that you want to use. You'll need to make sure that you have at least four selected.
By default, for Opportunities the following fields are enabled for both summarization and recent changes:
Opportunity
Est. revenue
Customer Need
Proposed Solution
Est. close date
Related Account
Annual Revenue
Primary Contact
Related Contact
- Job Title
Opportunity Product
- Product Name
Competitor
Strength
Name
For leads, the fields enabled for summarization and recent changes are as follows:
Lead
Topic
Lead Source
Rating
Preferred Method of Contact
Source Campaign
Created on
Related Account
Primary Contact
Annual Revenue
Competitor
Strength
Name
For accounts, the fields enabled for summarization and recent changes are as follows:
Account
Account Name
Number of Employees
Industry
Description
Account Manager
Created on
Contact (Account)
- Full Name
While both tabs have the same fields defined initially, you can configure each of them separately based on your organizational needs.
You add new fields by selecting + Add Fields. This will open the Add fields pane, which contains two tabs. For Opportunities, those tabs are:
Opportunity: Provides access to all the fields on the Opportunity Table.
Related: Provides access to the fields for any table that is related to the Opportunity Table.
For Leads, the Opportunity tab is replaced with a Lead tab. For Accounts, it's replaced with an Account tab.
Important
If you have more than ten fields defined, the save button is grayed out. You need to remove fields until you have ten, at which point the save button becomes available. This is also true if you have less than four defined fields. Then you need to add fields until the save button becomes available.
When you're working in the Recent changes tab, if you add a field from a related table that doesn't have audit history turned on, Turn audit on appears in the notification bar. Select it to turn on auditing for the table. If you remove the field later, you need to turn off audit history for the table manually.
Define fields for generating what's new with my sales records list
The What's new with my sales records prompt lists the sales records that were updated in the last seven days. The list is generated from the audit history of the lead, opportunity, and account tables. Depending on the record type, Copilot uses different fields to get the list of records updated:
Lead and opportunity records: Uses the fields in the primary table (lead or opportunity) that you've configured for generating the recent changes list.
Account records: Copilot lists the following changes:
Contacts, leads, and opportunities created for the account in the last seven days.
Changes to the fields in the Quick Find view of the account table.
Since Copilot generates the list of recent changes for leads and opportunities from the audit history, your sellers need access to the audit history and audit summary to view the recent changes.
Administrators can do this by going to the environment in the Power Platform admin center. Navigate Settings > Users + permissions > Security roles.
Select the security role that's assigned to your sellers, and then select the Miscellaneous Privileges tab. In the list below the tab, select Show only unassigned privileges.
Select Organization as the Privilege Level for the following privileges:
View Audit History
View Audit Summary
For more information, see Grant access to your sellers.
Knowledge Sources
When looking for useful knowledge Copilot can search SharePoint. If your organization has specific sites, libraries, or folders that you want in your search, you can define them on the Knowledge sources tab by selecting Configure SharePoint locations. You will need to provide a name as well as the URL of the site, library, or directory you want to work with. If no SharePoint sites are added, it searches the users entire SharePoint site.
To learn more about configuring Sales in Microsoft 365 Copilot, and step-by-step instructions, see Turn on and setup Copilot in Dynamics 365 Sales.