Exercise - Manage relationships with playbooks and Sales Insights
Dynamics 365 Sales enables an organization to manage their complete sales lifecycle. This includes defining and applying sales playbooks to different record types.
The purpose of this hands-on-lab is to introduce working with Dynamics 365's sales playbook capabilities.
At the end of these exercises, you'll be able to perform the following tasks:
Create a playbook category.
Create a playbook template.
Add supporting activity records to a template.
Apply a sales playbook.
Scenario
You're a functional consultant configuring Dynamics 365 Sales for World Wide Importers. The sales department has recently finalized a set of best practices based on past experiences and analysis of successful sales. As part of the best practices, each opportunity must have a set of related activities required to be completed. The set of specific activities to be completed depends on the size of the opportunity. In this lab, you'll create playbook templates and activities and use the playbooks within the application.
Create a playbook template
In this exercise, you'll create two playbook templates, one for Opportunities with \$1,000,000 or more estimated budget, and one for Opportunities with estimated budget between \$500,000 and \$1,000,000.
Create playbook categories
In this task, you'll create playbook categories.
Open your Sales Hub app.
In the site map, select the ... More Options button, and select App Settings.
Find and select Playbook Categories.
Select New.
Enter Over \$1,000,000 for Name, and select Save.
Select New again.
Enter \$500,000 to \$1,000,000 for Name, and select Save.
Create playbook template 1
In this task, you'll create a playbook template and add playbook activities.
In the site map, select Playbook Templates.
Select New.
Select Over \$1,000,000 for Category. The Name will autofill.
Enter 10 for Estimated Duration (days), and select Save.
Locate the Select Record Types section.
Select Opportunity, and select Add.
Go to the Playbook Activities subgrid, and select Add Activity.
Select Phone Call.
Enter Introduction and Meeting Setup for Subject.
Enter 2 for Relative Due Date (Days). The number of days is counted from the launch date of the playbook.
Select 04:00 PM for Relative Due Time.
Select 30 Minutes for Duration.
Select High for Priority, and select Save.
Select Add Activity again, and select Appointment.
Enter Lunch Meeting with Stakeholders for Subject, 4 for Relative Start Date (Days), select 11:00 AM for Relative Start Time (Hours), 4 for Relative End Date (Days), select 02:00 PM for Relative End Time (Hours), select High for Priority, and select Save.
Column Value Subject Lunch Meeting with Stakeholders Relative Start Date (Days) 4 Relative Start Time (Hours) 11:00 am Relative End Date (Days) 4 Relative End Time (Hours) 02:00 PM Priority High Select Publish. Playbooks aren't available to your users until they're published.
Select Publish when prompted to confirm the publishing.
Create playbook template 2
In this task, you'll create a playbook template and add playbook activities.
In the site map, select Playbook Templates.
Select New.
Select \$500,000 to \$1,000,000 for Category. The Name will autofill.
Enter 10 for Estimated Duration (days), and select Save.
Locate the Select Record Types section.
Select Opportunity, and select Add.
Go to the Playbook Activities subgrid and select Add Activity.
Select Phone Call.
Enter Introduction for Subject.
Enter 4 for Relative Due Date (Days).
Select 03:00 PM for Relative Due Time.
Select 30 Minutes for Duration.
Select Normal for Priority, and select Save.
Select Publish.
Select Publish again to confirm the publishing.
Use playbook templates
In this exercise, you'll use the playbook templates you created.
Use playbook template 1
Go to your Sales Hub app.
In the site map, select the ... More Options button, and select Sales.
Find and select Opportunities.
Select New.
Enter Over Million for Topic, 1200000 for Budget Amount, and select Save.
Select the Launch Playbook button on the command bar.
Select the Over \$1,000,000 template, and select Launch.
Select Related and select Playbooks.
You should see the playbook you launched. Select the Over 1,000,000 Playbook.
The playbook will show more information including when it was started, the estimated close date, the related record, and completed activities. Select the Phone Call activity to open it.
Select the User you're signed in as for Call From, select Jane Doe for Call To, and select Mark Complete.
You'll be taken back to the playbook.
The Completed Activities will now show 50% complete.
Use playbook template 2
Go to your Sales Hub app.
In the site map, select the ... More Options button, and select Sales.
Find and select Opportunities.
Select New.
Enter Half a Million for Topic, 500000 for BudgetAmount, and select Save.
Select the Launch Playbook button on the command bar.
Select the \$500,000 to \$1,000,000 template, and select Launch.
Select Related, and select Playbooks.
You should see the playbook you launched. Select the \$500,000 to \$1,000,000 playbook.
The playbook will show more information including when it was started, the estimated close date, the related record, and completed activities. Select the Phone Call activity to open it.
Select the user you're signed in as for Call From, select Jon Doe for Call To, and select Mark Complete.
You'll be taken back to the playbook.
The Completed Activities will now show 100% complete.
Select the Complete as button on the command bar.
Select Successful.
The playbook will be marked as completed and the playbook and all its activities will become read only.