Sales Insights configuration overview

  • 8 minutes

Do your sellers have good relationships with their customers? Customers' answers to that question might surprise you. While you might perceive your relationships as good, your customers might see them differently. Many factors can influence a relationship with a customer such as when you reach out, the speed of your responses, and even the speed of their responses to you. Dynamics 365 Sales Insights is a series of Artificial Intelligence (AI) features to help you build and sustain good customer relationships.

Sales Insights includes two parts:

  • Sales Insights standard features - Provided at no extra cost with Dynamics 365 Sales licensing. These features include basic Assistant cards, Auto capture (Basic), Email engagement, and some Sequences.

  • Sales Insights premium features - More advanced AI features that unlock the even more AI features. Premium features include Assistant (full capabilities) with studio, Notes analysis, Relationship analytics, Who knows whom, and predictive lead and opportunity scoring.

To use the premium features, you must purchase a Dynamics 365 Sales Insights license or start a trial. Regardless of whether you're using the free or the advanced features, you still go to the same place in the application to configure. To configure Sales Insights features for your organization, you need to be a Dynamics 365 Sales Administrator.

Before you begin

Sales Insights uses integrations with several other applications with many of its features. For example, LinkedIn data can be used in Relationship analytics, if the solution is installed in Dynamics 365 and is configured correctly.

Before you configure Sales Insights, we recommend that you set up and configure the following features:

  • Email - Ensure that an Exchange email server is configured and that mailbox records are enabled for each user taking advantage of features such as Auto capture, Email engagement, and Relationship analytics. For more information, see Manage email settings.

  • LinkedIn - If your organization is currently licensed for and using LinkedIn Sales Navigator, you can use LinkedIn data for Relationship analytics. Verify that the LinkedIn solution is installed in Dynamics 365 Sales and write-back from LinkedIn Sales navigator is enabled. For more information, see Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales.

  • SharePoint & OneDrive - To take advantage of the shared attachment options with Email engagement, you need to enable SharePoint and OneDrive Integration in your organization. For more Information, see Set up SharePoint integration.

Enable Sales Insights Premium features

When you deploy Dynamics 365 Sales, the basic insights features are available in your organization. Some of the features might not be fully configured, but they appear in the application. The premium Sales Insights features aren't available by default. Enable these features by accepting the terms and conditions for your organization.

You can access all the Sales Insights features from the Sales Hub app by changing the area to Sales Insights Settings. An option to Try Premium Features is in the Supercharge your sales section. The installation can take up to an hour or longer to complete, and then the status appears in the status bar.

After the installation is complete, you're ready to configure the advanced Sales Insights features.

Sales Insights settings window with options to manage Assistant, Auto capture, Email engagement, Notes analysis, and Relationship analytics.

The Sales Insights configuration screen is divided into five sections:

  • Sales Accelerator - Provides access to setup functionality related to Sales Accelerator, which helps sellers focus on what matters most with a single pane of glass for all their important work.

  • Assistant studio - Provides access to the new Assistant studio, where you can create new and edit existing cards, as well as controlling assistant card access and modifying optimization rankings.

  • Productivity - Provides quick access to productivity-related features in Sales Insights such as Auto capture, Email engagement, and Notes analysis.

  • Relationship insights - Provides quick access to relationship and connection-related features in Sales Insights such as Relationship analytics, talking points, and Who knows whom.

  • Predictive models - Provides quick access to the predictive scoring features that are available in Sales Insights such as Lead scoring and Opportunity scoring.