Enable and configure the sales accelerator

[This topic is pre-release documentation and is subject to change.]

Important

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  • We expect changes to this feature, so you shouldn’t use it in production. Use it only in test and development environments.
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The sales accelerator helps sellers in your organization increase their sales productivity and prioritize activities for the day through the work list available in Sales Hub app. A sales manager uses the sequence designer to create a sequence of activities—separated by time intervals—including emails, phone calls, and tasks. The sequence is then applied to leads or opportunities, and assigned to a seller automatically according to your organization's sales strategies.

As an administrator, you must enable and configure the sales accelerator in your organization to make it available for sales managers and sellers to use. Follow these steps:

  1. Review the prerequisites and recommendation.

  2. Enable the preview.

  3. Configure the Sales accelerator.

Review the prerequisites and recommendations

Prerequisites

Ensure that you meet the following requirements:

Recommendation

For the best experience of the Sales accelerator, enable and configure predictive lead scoring and predictive opportunity scoring.

Enable the preview

The sales accelerator is available as a preview feature in Sales Insights. You must enable the preview and accept the preview terms and conditions to use the sales accelerator in your organization.

  1. Sign in to Dynamics 365 Sales Hub, and go to Change area > Sales Insights settings.

  2. On the site map, under Acceleration, select Sales accelerator (preview).

  3. On the settings page, select I agree to the preview terms and conditions to enable the preview.

  4. Select Get started.

    Enable preview

The sales accelerator is now enabled, and you can configure it for your organization.

Configure the sales accelerator

  1. Sign in to Dynamics 365 Sales Hub, and go to Change area > Sales Insights settings.

  2. On the site map, under Acceleration, select Sales accelerator (preview).

  3. In the Content and layout section, select the Lead and Opportunity entities and their corresponding related forms, as required. The selected entity records will be displayed to sellers in the Sales Hub app, and sales managers will use the entities to configure the sequence that will be assigned to records to be displayed in the app. By default, the Lead and Opportunity entities are selected.

    Choose content and layout for entities

  4. In the Engagement channels section, configure the following options:

    • Select the Create records automatically on click option to automatically create a phone call activity when sellers initiate call from a sequence step or from the work list.

      Choose to automatically create the phone call activity

    • In Phone number priority, select the phone numbers for Default, Fallback1, and Fallback2. When sellers initiate calls through a sequence step or the work list, the softphone chooses the phone numbers in the order they are listed.

      For example, you can select Business Phone in Default, Mobile Phone in Fallback1, and Home Phone in Fallback2. When sellers initiate a call, the number in the Default option is dialed, if it is available. If it is not available, the call goes to the next option.

      Note

      For opportunities, the phone number priority will be applied to the primary contacts.

      Choose phone numbers in the order to initiate call

  5. In the Security roles section, select one of the following options to provide permissions to users to access the Sales Hub app.

    Select security role

    Security roles Description
    All security roles Use this option to give access to view the Sales Hub app to all the security roles in your organization.
    Specific security roles Use this option to specify security roles to give access to view the Sales Hub app to just a few users. Use the lookup box to add the security roles.
  6. Save and publish the configuration.

    A confirmation message is displayed at the top of the page. Sales managers and sellers can now start using the sales accelerator.

Customizations

By default, the Up next widget is displayed on the Default Main and Sales Insight forms. To add the Up next widget to other forms, follow the process specified in How do I add the Up next widget to an entity form?.

See also

Create and manage sequences
What is the sales accelerator?