Configure the sales accelerator
Think about what a typical seller's morning looks like. They open Dynamics 365 and face hundreds of leads, opportunities, and contacts — all at different stages, all needing something different. Without guidance, they make judgment calls about who to contact first, often defaulting to whoever emailed them most recently rather than whoever is most likely to buy. Important deals go quiet. Promising leads get forgotten.
The sales accelerator solves this problem. Instead of leaving sellers to build their own to-do lists, it hands them a prioritized work list every morning — the right records, in the right order, with the next step already defined. Sellers spend less time deciding what to do and more time actually doing it.
What the sales accelerator provides
The sales accelerator gives sellers two things that work together: a work list and sequences.
The work list is a single, prioritized view of everything that needs attention today. It surfaces records with upcoming or overdue activities, ranks them by likelihood to convert (when predictive scoring is enabled), and shows relevant customer context inline — so the seller can see what's happening with a deal before they even open the record. No more jumping between views or hunting through the pipeline.
Sequences are the engine behind the work list. A sequence is a series of steps — send an email, make a phone call, wait two days, send a follow-up — that a sales manager defines once and assigns to record types. When a lead or opportunity enters a sequence, the next step automatically appears in the seller's work list with the appropriate context and communication tools built in. Sellers just work their list.
Together, these features bring consistency to your sales motion. Your best sellers' approach becomes a repeatable playbook for the whole team.
Set up the sales accelerator
Setup happens in Sales Hub under App Settings > Sales accelerator > Quick setup. The process takes just a few minutes:
Choose who can access it. Select whether to enable the sales accelerator for all security roles or only specific ones. For a phased rollout, start with a pilot group of sellers.
Select your record types. Choose which record types — leads, opportunities, accounts, contacts, or custom tables — should appear in the work list. For each record type, select the form that will display the Up next widget, which shows sellers their current sequence step directly on the record.
Publish. Once published, sellers can immediately use the work list for any manually created activities. You can then begin creating sequences to guide their daily workflow.
Tip
With a Dynamics 365 Sales Enterprise license, the sales accelerator includes 1,500 sequence-connected records per month. Monitor usage from App Settings > Sales accelerator > Monitor usage to track consumption and plan for license upgrades if needed.
Create sequences to guide your sellers
After setup, the most valuable thing you can do is build sequences that reflect your sales process. Think about the steps your best sellers take when working a new lead or advancing an opportunity — map those steps into a sequence and let the system guide everyone else through the same process.
Sequences are created in Sales Insights settings > Sales accelerator > Workspace. Each step can be an email, phone call, task, or wait period. You can add branching logic so the sequence adapts based on how a customer responds. Once you publish a sequence, you can connect it to records manually or configure it to connect automatically based on segments.
For organizations that also use predictive scoring, the work list automatically surfaces higher-scored records at the top — so the sequence guidance and the AI signals work together to keep sellers focused on the best opportunities.
Learn more about setting up the sales accelerator and creating and managing sequences.