Enable and configure Dynamics 365 Sales Inisghts capabilities for sellers

Important

  • Dynamics 365 Sales Insights capabilities for sellers requires Dynamics 365 for Sales 9.1.0.35 and above. Support for higher versions will be available in future releases.
  • The feature Who knows who and exchange data for Relationship analytics are available only in North American (NAM) regions.

Enabling and configuring the Dynamics 365 Sales Insights features helps the user to effectively use the Dynamics 365 Sales Insights. The Dynamics 365 Sales Insights contains the following features:

  • Relationship analytics
  • Predictive lead scoring
  • Predictive opportunity scoring
  • Notes analysis
  • Talking points
  • Who knows whom

GDPR

To learn about Dynamics 365 Sales Insights related General Data Protection Regulation (GDPR), see Dynamics 365 Sales Insights and GDPR.

Prerequisites

Review the following requirements before you enable and configure the Dynamics 365 Sales Insights feature:

  • You must purchase a Dynamics 365 Sales Insights license to use Dynamics 365 Sales Insights features.
  • You must be a Dynamics 365 for Sales administrator.
  • Exchange email server is configured, and mailbox is enabled using Email Configurations in Settings. More information: System Settings dialog box - Email tab.
  • If you want to use LinkedIn data for Relationship analytics, verify that the LinkedIn solution is installed in Dynamics 365 for Sales and write back from LinkedIn Sales navigator is enabled.

Enable Dynamics 365 Sales Insights features

Dynamics 365 Sales Insights features are not available by default. You must enable these features by selecting an organization. Follow these steps:

  1. Go to Settings > Sales AI.

  2. On the AI setup page, select Get it now.

    Get Dynamics 365 Sales Insights

  3. On the Sales Insights installation page, carefully read and select the terms and conditions, and then select Continue.
    The installation takes a few minutes to complete, and then the status appears in the status bar.

    Accept Sales Insights add-on terms and conditions

    Status of installation is displayed. When complete, you're ready to configure Dynamics 365 Sales Insights features.

    Dynamics 365 Sales Insights is enabled

Configure Relationship analytics

Relationship analytics provides graphical representation of KPIs and activity histories for any contact, opportunity, lead or account to the users. To configure Relationship analytics, follow these steps:

  1. Go to Settings > Sales AI.

  2. On the Overview tab, select Configuration from the Relationship analytics section.

    Relationship analytics configuration

    Note

    You can also select the Relationship analytics tab.

    The configuration page opens.

  3. Read and accept the Relationship analytics terms and conditions, and then select Begin Setup.

    Accept terms and conditions for Relationship analytics

  4. On the Relationship analytics page, configure the parameters as described in the following table.

    Parameter Description
    Data Sources CRM Activities: If enabled, all historical data from Dynamics 365 for Sales is ingested for computation in Relationship analytics.
    LinkedIn: If enabled, the data from LinkedIn will be ingested for KPI and health computation. By default, the option is enabled when LinkedIn is installed in Dynamics 365 for Sales.
    Note: This option is not available if LinkedIn is not installed in Dynamics 365 for Sales.
    Exchange Data: If enabled, 30 days of data from Exchange is ingested for KPI and health computation. Exchange connector ingests three days of data per day until the last 30 days of data is complete.
    Relationship Health Score Businesses place different emphasis on the type of communication used with customers. You can modify the importance of activities of different types as they contribute to the relationship health score.
    Communications Frequency Businesses have varying sales cycles and different expected levels of communications with customers. A longer expected communications frequency reduces the expectation of more recent frequent communications in the health score. A shorter expected communications frequency increases the expectation of more recent frequent communications in the health score.

    Relationship analytics configuration settings page

  5. Select Save.
    Relationship analytics is configured and ready to use in your organization.

Enable the Dynamics 365 Sales Insights – Analytics option in the admin center to collect valuable information regarding communications, such as emails and meetings for users in your organization from Exchange server. This data is used in analytics features for salespeople and sales managers. When you enable this, the Exchange Data option on the relationship analytics configuration page is automatically selected.

To enable Dynamics 365 Sales Insights – Analytics, follow these steps:

  1. Go to the Admin center.

    Admin center

  2. Select Settings > Services & add-ins > Dynamics 365 Sales Insights – Analytics.

    Select customer insights preview option

  3. Read the description and configure the Dynamics 365 Sales Insights – Analytics settings as on and select Save.

    Enable and save customer insights preview option

    Now you can connect to the Exchange server to collect data.

Note

For more information about Relationship analytics and how it can help your users, see View customer activity history.

Configure Predictive lead scoring

Predictive lead scoring helps users to focus on revenue generation efforts by providing scores to prioritize efforts on quality leads. To configure Predictive lead scoring, follow these steps:

  1. Go to Settings > Sales AI.

  2. On the Overview tab, select Configuration from the Predictive lead scoring section.

    Predictive lead scoring configuration

    Note

    You can also select the Predictive lead scoring tab.

    The configuration page opens.

  3. Select Create Model.

    Create model in Predictive lead scoring

    Creating a model takes a few minutes. You will see the progress on the screen.

  4. Verify that the Prediction Accuracy score from Model Outcome matches your organizational requirements and select Apply Model.

    Predictive lead scoring accuracy score

    The prediction lead scoring is applied in your organization and users can see the lead scoring in their views under the Lead Score column.

  5. (Optional) If you are not satisfied with the Prediction Accuracy score, select Retrain Model and apply.

    Note

    We recommend that you train the model once the data is refreshed in your organization for better prediction accuracy scoring.

  6. If you want to configure the lead score range, enter a minimum value of the range in the Lead Scoring Range.

    When you change lead score range for a grade, the preceding grade's maximum range value changes automatically depending on the changed minimum grade value. For example, when you change the minimum range value score for Grade A to 51, the maximum lead score range for Grade B changes to 50.

    Predictive lead scoring change maximum score for grade

  7. Save and apply the model.
    The predictive lead scoring is configured and ready to use in your organization.

Note

For more information about Predictive lead scoring and how it can help your users, see Convert leads into opportunities.

Configure Predictive opportunity scoring

Predictive opportunity scoring helps users to focus on revenue generation efforts by providing scores to prioritize efforts on quality opportunities. To configure Predictive opportunity scoring, follow these steps:

  1. Go to Settings > Sales AI.

  2. On the Overview tab, select Configuration from the Predictive opportunity scoring section.

    Predictive opportunity scoring configuration

    Note

    You can also select the Predictive opportunity scoring tab.

    The configuration page opens.

  3. Select Create Model.

    Create model in Predictive opportunity scoring

    Creating a model takes few minutes. You will see the progress on the screen.

  4. Verify that the Prediction Accuracy score from Model Outcome matches your organizational requirements and select Apply Model.

    Predictive opportunity scoring accuracy score
    The prediction opportunity scoring is applied in your organization and users can see the opportunity scoring in their views under the Opportunity Score column.

  5. (Optional) If you are not satisfied with the Prediction Accuracy score, select Retrain Model and apply.

    Note

    We recommend that you train the model once the data is refreshed in your organization for better prediction accuracy scoring.

  6. If you want to configure the opportunity score range, enter a minimum value of the range in the Opportunity Scoring Range.

    When you change the opportunity score range for a grade, the preceding grade's maximum range value changes automatically depending on the changed minimum grade value. For example, when you change a minimum range value score for Grade A to 70, the maximum opportunity score range for Grade B changes to 69.

    Predictive opportunity scoring change maximum score for grade

  7. Save and apply the model.
    The predictive opportunity scoring is configured and ready to use in your organization.

Note

For more information about Predictive opportunity scoring and how it can help your users, see Convert opportunities into deals.

Configure Notes analysis

To help users with intelligent auto-suggestions when they enter notes regarding a recent meeting or discussion with a customer in Dynamics 365 for Sales, enable Notes analysis.

  1. Go to Settings > Sales AI.

  2. After you enable the Dynamics 365 Sales Insights features, select the toggle button to enable Notes analysis.

    Enable notes analysis

Note

For more information about Notes analysis and how it can help your users, see How Notes analysis assists you with intelligent suggestion.

Configure Talking points

The Talking points feature is available under the Connection insights configuration page. This feature helps users in your organization to quickly establish communications with customers.

  1. Go to Settings > Sales AI.

  2. On the Overview tab, select Configuration from Connection insights section.

    Connection insights configuration

    Note

    You can also select the Connection insights tab.

    The configuration page opens.

  3. On the Talking points section, select Turn on Talking points for your organization.
    The categories are automatically selected.

    Enable Talking points

    Note

    You can select only the categories that meet your organizational requirements.

  4. Select Save.
    The Talking points feature is configured and ready to use in your organization.

Note

For more information about Talking points, see Know conversation starters for your customers.

Configure Who knows whom

The Who knows whom feature is available under the Connection insights configuration page. This feature help users to quickly identify colleagues within their organization who can introduce them to leads or contacts.

  1. Go to Settings > Sales AI.

  2. On the Overview tab, select Configuration from the Connection insights section.

    Connection insights configuration

    Note

    You can also select the Connection insights tab.

    The configuration page opens.

  3. On the Who knows whom section, select Turn on Who Knows Whom for your organization.

    Enable who knows whom

  4. Optionally, you can select the Email template according to your organizational requirements. By default, an out-of-the-box email template will be selected.

  5. Select Save.
    The Who knows whom feature is configured and ready to use in your organization.

After you enable the Who knows whom feature in your organization, verify that the connection graph is enabled in the admin center. This allows Dynamics 365 for Sales to collect the communication and collaboration details of users from Exchange server.

Note

Contact your Office 365 administrator to enable the Dynamics 365 Sales Insights connection graph if you don't have sufficient privileges to enable.

To configure the Dynamics 365 Sales Insights connection graph, follow these steps:

  1. Go to the Admin center.

    Admin center

  2. Select Settings > Services & add-ins > Dynamics 365 Sales Insights – Connection Graph.

    Select connection graph option

  3. Read the description and configure the Dynamics 365 Sales Insights – Connection Graph settings as on.

    Enable and save connection graph

  4. (Optional) If you don't want to collect information on a group of users in your organization, add the group ID in the text box.

    Enable and save connection graph

  5. Select Save.

Note

For more information about Who knows whom, see Get introduced to lead

Preview: Configure Predictive forecasting

Important

We have temporarily suspended the Predictive forecasting preview while we revisit the user experience. In the meantime, you can try the manual forecasting preview. To learn more, see Project accurate revenue with sales forecasting.

Privacy notice

For specific privacy information about Dynamics 365 Sales Insights capabilities for sellers, see Privacy notice.

See also