Summary
In this module, you explored how the Sales Qualification Agent in Dynamics 365 Sales brings AI-driven automation to the lead qualification process.
You started by learning what the agent does and the key difference between its two modes: Research-only mode, which automates lead research and generates outreach email drafts for sellers to review, and Research and engage mode, which also sends emails, follows up with leads, and hands over only the most qualified prospects. You then walked through the full configuration sequence—from setting up the required Microsoft Entra app registration and Dataverse app user, through defining selection criteria, handoff rules, and knowledge sources, to starting the agent. You also learned how to use the agent insights dashboard to monitor performance metrics such as lead handling rate, handoff rate, and pipeline generated, and how to use the supervisor dashboard to review and reassign disqualified leads. Finally, you explored what sellers see on agent-processed lead records—the research insights, TCP and BANT evaluations, and email threads—and how they qualify handed-over leads through the standard Dynamics 365 qualification process.
For Contoso's sales team, this means their 200+ monthly inbound leads no longer sit in a queue waiting for a seller to find time for research. The Sales Qualification Agent processes each lead, surfaces the most promising ones to sellers with full context already populated, and disqualifies low-fit leads automatically, freeing the team to focus where they can make the biggest impact.