Configure Copilot in Sales

  • 13 minutes

Copilot is an AI assistant in Dynamics 365 Sales that helps your sales teams be more productive and efficient in their daily work. The integrated chat interface allows sellers to do things such as get a quick summary of their opportunity and lead records, catch up on recent changes to their records, prepare for meetings, and read the latest news about their accounts.

Copilot capabilities

Copilot in Dynamics 365 Sales offers the following capabilities:

  • Record summarization: Provides you with a quick summary of your opportunity and lead records.

  • Recent changes: Copilot summarizes any changes that were made to your lead, opportunity, and account records.

  • Meeting preparation: Copilot helps you prepare for your upcoming meetings effortlessly, summarizing relevant information from the opportunity or lead records that are associated with the meeting.

  • Email assistance: Copilot can help you compose professional-looking emails, summarize email conversations to add to your customer notes, and give you reminders to follow up on emails you haven't replied to.

  • News updates: Copilot can help you stay current with the latest news about your accounts.

Turn Copilot features on or off in Sales Hub

If you are in North America, copilot is enabled by default in all Sales apps that have lead and opportunity records. However, you might need to turn features on or off as needed. Regions outside of North America might need to enable Copilot as well.

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 three sections:

  • Setup

  • Opportunities

  • Leads

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 Dynamics 365 Sales apps and then select On only for the Sales Hub app.

Setup 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.

Screenshot of the set up Copilot details.

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 or Leads tab. For training purposes, we'll be walking through the Opportunity settings page, but the Lead settings page is similar.

Screenshot of the opportunity settings.

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

Screenshot of the opportunity fields.

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

Screenshot of the lead settings fields.

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.

Important

If you have more than ten fields defined, the save button will be grayed out. You will need to remove fields until you have ten, at which point the save button will become available.* This is also true if you have less than four fields defined. Then you will 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.

Screenshot of the audit history settings.

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.

To learn more about configuring Copilot in Dynamics 365 sales, and step-by-step instructions, see Turn on and setup Copilot in Dynamics 365 Sales.