Introduction
Managing a large volume of inbound leads is one of the most pressing challenges for growing sales teams.
Imagine you're a functional consultant at Contoso, a B2B technology company that receives more than 200 new leads every month from web forms, webinars, and industry events. The demand generation team is doing its job—the pipeline is full. But the sales team can't keep up. Each account executive is responsible for researching and evaluating dozens of leads before they can have a meaningful first conversation. That research takes time. Salespeople spend days reviewing the company's website, assessing financial health, scanning recent news, and determining whether the lead fits the target customer profile. By the time a seller finishes researching a handful of leads, more have arrived. Promising leads sit untouched for days while sellers either chase dead ends or reach out cold without enough context. The result is missed opportunities, inconsistent outreach, and sellers who feel buried in unqualified leads rather than focused on closing deals.
The Sales Qualification Agent in Dynamics 365 Sales addresses this problem. It's an AI agent that autonomously researches leads, evaluates their fit against your target customer profile, and—depending on the mode you choose—either prepares them for seller outreach or engages with leads directly before passing the most promising ones to your team. Organizations using AI-driven lead qualification see measurable results: a 15.1% improvement in lead-to-opportunity conversion rates and a 9.4% revenue increase per seller. The agent automates the research that typically consumes 30–60 minutes per lead, allowing sellers to focus exclusively on high-potential conversations.
In this module, you explore the two operating modes of the Sales Qualification Agent, learn how to configure the agent from scratch, monitor its performance using built-in dashboards, and interpret the insights and actions the agent surfaces on lead records.
By the end of this module, you are able to configure the Sales Qualification Agent to help Contoso's sales team qualify leads at scale—freeing sellers to focus on high-potential opportunities rather than manual research.