Lab - Manage opportunities in Dynamics 365

Completed

Microsoft Dynamics 365 Sales lets an organization's sales staff manage their sales pipeline by creating and managing opportunities.

The purpose of this hands-on-lab is to introduce you to working with the opportunity management features in Microsoft Dynamics 365. For example, you'll learn to create opportunities, define relevant data, and close opportunity records.

Learning objectives

At the end of this lab, you'll be able to perform the following tasks:

  • Manually create opportunities.
  • Identify stakeholders and competitors by using connections.
  • Advance opportunities through the sales lifecycle.
  • Use the timeline to add and complete opportunity-related activities.
  • Close opportunity records.

Create an opportunity and work it through to closing

Nancy Anderson recently reached out to you. Nancy works for Adventure Works, which is one of your biggest customers. Nancy wants to add some new product lines in several Adventure Works stores and is interested in several of the product lines that you offer.

You know, from working with Nancy in the past, that Adventure Works deals tend to move quickly and can be complex. During your meeting with the committee, committee members indicated that they're interested in moving forward with this deal.

  1. In Dynamics 365, select the down arrow next to the Dynamics 365 text, and then select Sales Hub in the application navigation.

  2. In the site map, go to Sales > Opportunities.

  3. Select New to create an opportunity.

  4. Enter the following values for the new opportunity:

    • Topic- Interested in adding new product lines
    • Contact- Nancy Anderson (Sample)
    • Account- Adventure Works (Sample)
    • Purchase Timeframe- Next Quarter
    • Est. Close Date- One week from today (top right - select the drop-down next to your name).
    • Est. Revenue- $25,000 (top right above Contract)
  5. Select Save to save the record and leave it open.

  6. In the Stakeholders sub-grid on the right, add Nancy Anderson as a New Connection.

  7. Change Nancy's role to Decision Maker.

  8. In the Stakeholders sub-grid, select the ellipsis button (...), and then, on the menu that appears, select New Connection.

  9. Under the Look for Contact text, select New Contact.

  10. Enter the following values for the new contact record:

    • First Name- Joleen
    • Last Name- Thomas
    • Job Title- Market Research
    • Account Name- Adventure Works (Sample)
    • Email- joleen@researchstuff.com
    • Mobile Phone- 765 555-1698
    • Business Phone- 765 555-6222
    • Street 1- 1901 Jefferson St
    • City: Seattle
    • Zip/Postal Code- 98653
  11. Select Save and Close.

  12. Make sure that Joleen's record appears in the Select record column, and then select Add.

  13. In the Stakeholders sub-grid, select the ellipsis button (...), and then, on the menu that appears, select New Connection again.

  14. Under the Look for Contact text, select New.

  15. Enter the following values for the new contact record:

    • First Name: Harold
    • Last Name: Sanderson
    • Job Title: Lawyer
    • Email: Harold@SandersonLaw.com
    • Mobile Phone: 765 555-1653
    • Business Phone: 765 555-9862
    • Street 1: 1901 181st St
    • City: Seattle
    • Zip/Postal Code: 98653
  16. Select Save and Close.

  17. Make sure that Harold's record appears in the Select Record column, and then select Add.

  18. In the Opportunity Sales Process business process flow (BPF), select the Qualify phase, and then, in the dialog box that appears, enter the following values:

    • Estimated Budget: $25,000.00
    • Purchase Process: Committee
    • Identify Decision Maker: Completed
  19. In the BPF, on the Qualify phase, on the bottom left enter the following values:

    • Customer Need: New exciting product Lines
    • Proposed Solution: Our new high-end line
  20. Select Save to move on to the next phase of the sales process.

  21. In the Timeline pane, select the + button, and then, on the menu that appears, select Appointment.

  22. Enter the following values for the new appointment activity:

    • Required Attendees: Nancy Anderson (Sample)
    • Subject: Proposal Meeting
    • Location: Nancy's Office
    • Start Time: Tomorrow at 1:00 PM
    • End Time: Tomorrow at 3:00 PM
    • Duration: 2 Hours
  23. Select Save and Close.

  24. In the Timeline pane, find the Proposal Meeting appointment in the Timeline.

  25. Select the checkmark Close Activity icon on the menu that appears on the upper-right of the activity.

  26. Make sure that the state is updated to Completed, and then select Close.

  27. In the BPF, select the Qualify phase, and then, in the dialog box that appears, select Next Stage.

Close the opportunity as lost

As you're getting ready to complete the final steps of your organization's sales process, Nancy calls to inform you that Adventure Works has decided to use one of your competitors, NAVSPORT. You must now close the opportunity as lost and indicate that Adventure Works decided to use NAVSPORT.

  1. If necessary, reopen the Interested in adding new product lines opportunity.

  2. Select Close as Lost.

  3. On the Close Opportunity screen, enter the following values:

    • Status Reason: Outsold
  4. Select OK.

Reopen the opportunity and close it as won

About a week later, Nancy calls you back. Nancy says that there was an issue with NAVSPORT's proposal. Therefore, Adventure Works now wants to use your organization. Because the opportunity that you previously closed already has all the necessary information, it makes the most sense to reopen that opportunity and then close it as won.

  1. If necessary, reopen the Interested in adding new product lines opportunity.
  2. Select Reopen Opportunity.
  3. Select Close as Won.
  4. Select OK.
  5. Select OK.