Exercise - Work with the Sales Accelerator Work List

  • 30 minutes

Work with the Sales Accelerator work list

Important

This lab uses sample data included with the Dynamics 365 Sales trial. No environment setup is required. If you don't have a trial, sign up at: Dynamics 365 Sales Free trial.

Scenario: Contoso Coffee

Contoso Coffee uses Dynamics 365 Sales to manage its pipeline. As a newly onboarded seller, you have been assigned leads with active sequences. In this lab, you'll use the Sales Accelerator work list to navigate your records, complete sequence steps, log timeline activity, and qualify a lead.

In this lab, you'll:

  • Navigate to the Sales Accelerator work list.
  • Move through records in the work list.
  • Select a lead record and open its detail view.
  • Complete a sequence step using the Up next widget.
  • Add a note and review the record timeline.
  • Qualify a lead and review the resulting opportunity.

Learning objectives

After completing this lab, you'll be able to:

  • Locate and open the Sales Accelerator from the Sales Hub navigation pane.
  • Sort, filter, and navigate records in the work list.
  • Complete a sequence step using the Up next widget.
  • Log notes and review activity history in the record timeline.
  • Qualify a lead and review the resulting opportunity.

Exercise 1: Navigate to the Sales Accelerator work list

In this exercise, you open the Sales Accelerator and familiarize yourself with the work list interface.

Task 1.1: Open the Sales Accelerator

  1. Sign in to the Dynamics 365 Sales trial.
  2. If the Sales Trial home screen appears, scroll down and select Hide Tours.
  3. In the lower-left corner, select the Change area selector and confirm Sales is selected.
  4. In the left navigation pane, under My Work, select Sales accelerator. The work list opens on the left side of the workspace.

Task 1.2: Explore the work list interface

  1. Observe the work list on the left. Each row shows a lead or opportunity with a pending activity. Note the record name, company or contact, and the activity type icon.
  2. Locate the search bar at the top of the work list.
  3. Locate the Filter and Sort icons near the top of the work list. You'll use these in Exercise 2.
  4. Observe the Up next widget on the right. When a record is selected, it shows the current sequence step and required action.

Exercise 2: Navigate and filter records in the work list

In this exercise, you sort and filter the work list, then practice moving between records.

Task 2.1: Sort the work list

  1. Select the Sort icon at the top of the work list.
  2. Select Score from the sort menu. (Notice the highest-priority records move to the top of the list.)
  3. Select the Sort icon again, and choose Due Date.
  4. Select the Filter icon to open the filter panel.
  5. Under Record type, confirm Lead is selected.
  6. Under Activity type, select Tasks. The records are filtered from the list.
  7. Change the Activity type to Email Messages.
  8. Close the filter panel. (The work list now shows only matching lead records with Email Messages.)

Task 2.2: Move through records

  1. Select the first record in the work list. (It might be Lilly Pyles, but if not, that's okay).
  2. The record detail view opens on the right, and the Up next widget displays the current sequence step.
  3. Locate Tip: Catch up on last analyzed calls, and select it. (Notice the last call you placed with the customer will appear.)

Important

If you don't see the Catch up options, skip to step 6.

  1. Select the Play button to review the call audio.
  2. Select the X to close the Call Summary screen.
  3. Locate the Summary field at the top of the record, and select See full Summary to expand it. (Notice the Summary screen for the record will appear.)
  4. Select the Arrow next to Competitor Insights to view the Competitor information related to this record.
  5. Select the X to close the Summary.
  6. With the record open, select the down arrow next to the Sales Trial form. (Located right under the lead name.)
  7. Choose Sales Insights.
  8. Locate the Email field and select the Envelope button. (Notice that your email will open with the leads email address prefilled).

Exercise 3: Work with a lead record

In this exercise, you complete a sequence step and log a note in the record timeline.

Task 3.1: Work with a lead

  1. With the same lead record open, under the Up next section, select the Email button under the Introduction mail task. (A new email opens, populated with information based on Copilot.)

Note

This is different from the previous email. This email is created directly in Dynamics 365, while the previous one launched from Outlook.

  1. Select the Send button. (The email doesn't actually send. You'll get a message that the mailbox is disabled. That's okay for this exercise.) Select Continue.
  2. Notice that the task has been completed, and you're now on the Waiting step.
  3. Scroll down in the lead record to locate the Timeline section.
  4. Select the Create Timeline Record button (looks like a plus sign)
  5. Select Phone Call.
  6. Complete the Phone Call as follows:
  • Subject: Initial outreach call
  • Leave everything the same
  1. Select Save and Close.