This video is about complete
Microsoft Dynamics 365 Sales module Sales is very important function for all
organizations, apart from good strategies it is very important to have good tool in
hand, to manage your complete Sales Life Cycle Dynamics 365 sales is one of the best tool for
this. Today in Sales module we learn -How to Sales App is a powerful Power Platform App as per business requirement modifications
are also possible in this app with the help of Power Platform. Let's start
our Learning Journey from here How to create Dynamics 365 free
trial with personal email ID? you can see options over here for sales,
service, marketing, customer data platform Commerce, Finance operations, Business Central,
Supply Chain, and human resources. The procedure to create trial is same for every product, so let
me start for sales, let me click on try for free here I am going to give my personal email ID, by
using work email ID or Corporate email ID is quite easy to create, but when you use personal
email ID you have to do some extra steps I suggest to choose US a country because many times all of the
features are not available in all the regions and also preview features
come first, Generally in U.S you can see that Sales Trail is
available to you now with your email ID please also note if you click on sales trial if you type sales over here
you also find sales hub which contains more feature than sales trial please note that when you create sales trial with
personal email address, all of the functionality may not be available to you for example
conversational intelligence is not available how to create sales trial with personal email ID we are going to learn how to
create new leads click on new easy to create lead, second way is go to activities if you have an email, there is
option to converting email to leadd Third way is, if you have lot of leads in CSV
file, you can also import those leads into system qualification process of leads open the lead, you will see a button over
here qualify. once you click qualify only it it generates three items contact,
account and Opportunity by default based on the name - it create contact, based
on the company name - it create account and based on the name of the topic it
create opportunity. click on this one you can see now we have opportunity
with this topic and this contact but sometime based on organization need we
have to change this Behavior, so go to settings or to create records for newly
qualified leads, disable this now if you qualify this lead
it will show you dialog box like this, now it's your choice to create a account
or not, similarly for the contact and opportunity like in this case we says do not create contact only create opportunity now we are going to discuss
Duplicate Detection in leads there are two ways to configure duplicate
detection in leads one is via Power Platform you can enable or disable at organization level we can Define rules for leads, for example
this says lead with the same email address it means if two leads have same email
address it will treat as duplicate lead we also have settings for the duplicate
detection in the sales hub -> sales app settings, here becomes duplicate detection so here using machine learning model, AI work on
the duplicate detection based on the following rules it is highly recommended to use this option for the sales hub, instead of relying on the
Power Platform. Let's play with this setting now now we're creating a second
lead with Same email address as email address is same it will identify
this as duplicate, so we have option to ignore the lead or we can merge both the
leads keeping the common data in between let's say we want to keep lead one and we
want to take company data of lead two to lead one merge records now we have lead one and data of
company copied from lead 2 to lead 1. now we are going to discuss Lead assignment
Rules, by default the person who create lead become the owner of lead, for example In this lead this is Owner, but as per the requirement
of organization sometimes need to be allocated to different sellers, for
this thing automation is possible sales inside settings-> assignment rules here you can make new rule from options for segments or for All Leads specific people, specific teams, we can Define round robin and load balancing are a very famous
distribution techniques, in earlier days we used to write code for this but now it's inbuilt, so
you can try out yourself with various options and enjoy the different kind of
assignment rules for the lead allocation now we are going to discuss Predictive
Lead Scoring models, let's open this Lead you will see lead score over here so in Dynamics we have machine learning models,
which based on the historical data of leads can predict the Lead score, Lead score is between 1 to
100. so How this lead score comes? Basically based on different attributes in lead and the associated
contact or account is monitored and the score is provided, for example in this case it's saying
purchase time frame is this quarter, if you click over here, yeah it's mentioned over here, decision
maker identified- yes, annual revenue is above average so you notice that based on different
attribute values it defines lead score this box shows you only five items you want to see more items which are the reason
behind the score, you can click on details if you want to know more about lead score, you
can click on about- it will show you how it works A salesperson is good to have idea of
this, higher the score means the higher probability of winning this lead and Converting
into opportunities, if admins are not very happy with the score they can modify the model, but for
that you have to have knowledge of little bit of AI and machine learning training and testing data,
so how an admin will configure the rules further predictive lead scoring more is historical data better is model
to train, so here admin can do settings and can modify the model and publish
again for the Improvement in the model sometime this widget is not visible on
the lead form, so you can customize the form and bring over here, this
is known as lead score widget now we are going to discuss Who Knows Whom when you work with lead it is always good to
have some connect which can introduce to lead so this box shows colleagues who already
have done some communication with the lead information in this box is based on the email and the meetings that your
colleague have done with the lead earlier now we are going to discuss Sales Process,
every organization have lot of sellers it is good practice that all sellers follow the
same practice of nurturing the leads, In Dynamics for leads there's a Out of box sales process
known as Lead to Opportunity Sales process which have different items this sales process can be
used by different sellers in most effective way, In case your organization
want to modify the sales process or want to apply a new sales process that is also
possible, how? we go to make powerapps.com go to default solution and find the process Lead to opportunity sales process we can modify this you can see the modification, ideally
it's a good practice to use out of box lead to opportunity the sales process, but as per your
requirement you can do modification as well for setting of product catalog, first of all
we will going to talk about product families go to sales ->click on app settings-> go to catalog family and products, with the help of product
families we can categorize the products, under product families we can have more product families
we can have products and we can have bundles for purpose of demonstration we have
already defined some product families you can see this is a fun and
eat root level product family under this we have defined food and
toys to product families further click on this name and ID are mandatory stuff, one more
thing in product families we can Define product properties which are
required by all the child entities click on food properties, like we have
defined a property over here -shelf life any product which will come under this
family, will have this property by default we can also see family hierarchy
by clicking on this icon like this diagram showing fun
and eat is root level product family, under which we have another family -food which further have four products other family is toys- which
don't have any product as of now so after defining families
we have defined unit groups What basically are unit groups? Unit groups
are made for measurements of the products for example liquid we measured
in two liters and gallons rice, nuts we can measure into kilograms, similarly
few items like Apple, orange, mango we can count by numbers, each group have multiple units
so let's go to Unity groups now like we have liquid unit groups
over here, under which we have units liter and gallon, gallon is 3.8 liters other is default unit here single item - one. Dozen
mean 12 of single unit so far we have defined product families and
unit groups, now let's move to products now first of all Let's see we have
a product over here banana and you notice unit group and default
unit are mandatory Fields this reason we Define unit group and units before the product decimal supported - some countries have
three decimals in currencies like Oman you noticed, this property came from product
family because this product is under family- food similarly we can Define other products as well so we have defined Apple and Banana
two products for demonstration so far after defining family, unit groups and
products now we'll focus on price listing so what is price list? Basically every installation,
every organization have some base currency, like in our case USD is base currency, but organization
can do transition into multiple currencies so they have to Define one base currency
and multiple transition currencies for each currency we can have multiple price
list, for example we have defined Retail - Retail customers wholesale for bulk buying customers
so you notice that we have multiple Price listing for each currency. Let's
go to retail - under Price List Items we are selling banana as single unit and we charging one dollar for this you're selling banana in dozen as
well and we charging 12 for this similarly we are selling apples in single
unit and dozens and few other items over here in wholesale price list we are selling Apple in dozens, banana in
dozens, we are not selling into single units so here we are charging ten dollars for dozen,
whereas we were charging 12 dollars for banana for a dozen in the retail price list so you notice that we are charging
different amount for different items under different price listings, so
we can categorize customers and can sell a different price for different
categories, different territories and all so far we have defined family, unit groups,
products and price listing. now it's time to sell let's make a new opportunity Revenue, it had two options system calculated
means pricing will come from The Price list second option is user provided
means you can put manual price this is known as quick create opportunity
product. it is a classic way of adding product to Opportunities. now we have more
enhanced view as well so let me enable that go to product catalog settings and enable the enhance experience
for adding products, let me enable it now you can see we have enhanced view
to find the products, the benefit is you can select multiple items all together I'm
adding banana single unit and apple as well as we are retail price listing so
we're getting a price for retail let me add more products so you can also see, enhance view show item in
the different families like this way recently used, when we have a product under
Price list known as a standard product, sometimes we also need to sell some product ad hoc in that
case we have writing products like for example you can see let's assume now we want to modify the price list add product, now you can see this
interface modified as per the price list Dozen add now a dozen of banana is costing
me ten dollars instead of 12 which was the price for the retail, you also
notice there is a discount of one dollar so amount is coming at nine dollar,s so how discount
came we're going to cover under discount lists so I hope you understand how to work
with price list and price list items let's go back to price list again when we Define price of a price list item in this demo session we have used
pricing method, currency amount now let's move to discounts let's assume for New Year we're
planning to have some discount under discounts we have discount types like if you buy one to ten item discount is
10 percent. when you buy 11 to n number of items discount is 20 percent, when you create a
discount, you have two option of discount types one is by percentage and one is by amount.
In our demonstration we are using percentage you go to Price list ->under wholesale under items for banana, for dozen we have discount if somebody buy a banana under
wholesale, they'll get a discount we notice that here discount is provided
to banana in a dozen for the wholesale now we are moving to a more advanced
topic which is the product bundles so let me describe you
first what is product bundle when one of your product is selling
fast, other is not moving so fast we can bundle these two products together
and try to sell together, sometimes we also make product bundles depend on the user
needs like for example Camera Plus tripod a bundle can have two or more
products, let's jump to bundles family and products active bundle,s so we have defined a
health bundle, which under the parent food this health bundle under the
default price list of the retail under bundles, we have two products
banana two dozens, apple two single units and for bundle we can also have separate
pricing as compared to individual products like for this, single bundle is costing 20 dollars customer, which is a little cheaper
price as compared to individual products so bundle is not visible, reason being we have chosen wholesale if you choose retail Save it, now bundle is available, Some times customer want to choose products, which are not
under the price list. I go back to wholesale see bundle is not here, so we
can do that we can request admin under product catalog settings we have option- make price list optional now this opportunity have no
price list, I click on add products I can see all the products
irrespective of the price list I can see we have health bundle
20$, in which we have two dozen of banana and two single unit of the
apples. I hope you understood the logic of the bundle, Now we move to our next topic which is the
related products for upselling and cross-selling we have a product pineapple under additional details, we'll see product
relationship, so when we Define a relationship it asks you what kind of relationship
cross-sell, upsell, SSP or substitute like in this case we have defined cross sell,
it means when somebody sell Apple it will recommend pineapple and when somebody
sell pineapple it will recommend Apple so let's test feature of the
related products under opportunities click on suggestions we can see pineapple over
here for cross-sell-> add to list now you can see pineapple added over here which is helping us in cross
selling and upselling the products topic is pricing methods, we have product gold ring which we selling into single
units in wholesale price list see we have entered this product into
wholesale for 10 USD, if I go to Price list single unit Pricing method - currency amount 10 USD pretty simple let's assume, now we want to have a different
Pricing method, we have defined standard cost 10$ current cost 12 USD and list price 16 USD, now see
what happens when we use different pricing methods percent of list earning policy -none as of now since the list price is 16 this price coming
17.6, which is the 10 percent on top of 16. 7.6 let's also talk about rounding policy if I say up it is 18 if I say down and it is 17. so I trust it is clear to
you, what is the meaning of percent of list. Second is
percent markup and current cost see current cost is 12 percent 10, so amount is coming 13.20 similarly percent markup and standard cost 10 is standard cost, so it is coming 11. percent margin and current cost is coming 13.33, how come? 10 percent of 13.33
is 1.33, so 13.33 minus 1.33 is equal to 12. similarly percent margin and standard cost 11.11, 10 percent of 11.11 is 1.11 , this
minus 1.11 is 10. see this standard cost I trust now all pricing methods and
rounding policy is clear to you thank you we are going to cover different
operations that we do on opportunity this is sales hub application and
now we're starting our demonstration with the opportunities, how to create
opportunities ->click on opportunities click on new -> save, more information available
better chances to win the deal other way to create opportunity
is let's go to activities open an email option to convert email to opportunity you can see that this opportunity
is Created from the activities once you have Opportunity in hand, you can interact
with the customer and gather more information more is the information, better is
the chances to win the deal on opportunity form we can see the various
Items, various attributes are here like contact, budget, purchase time frame, process and
various other things, you can also customize the interface based on your customer
need with the help of the customizer you can see over here, opportunity score - this
is known as predictive opportunity score widget you can see score is 78, the score is
between 1-100, this score is dependent on attributes of the opportunity or
the associated contact or account you can see this widget show top five factors
either negative or positive which Define this value, for example purchase time frame is
immediate you can go over here this thing similarly these items Define this score and these
items can change over time and score can differ stakeholders - stakeholder means the people
from the customer side who are involved in the communication with the seller for this
opportunity you can have one or more stakeholders sales teams- sometime apart from the owner other
sales people also work in this opportunity so sales team can have one or more team
members, means all team members who are working on this opportunity are users
who have some role in the opportunity so so far we have discussed few attributes
on the opportunity main form, now we proceed to our next step- you can see On Opportunity we
have sales process, which have some attributes it is default sales process, we can
also modify the sales process and we can also make more sales process as per
the organization need, in each stage we have different attributes which you can fill as
you get information from the customer side these are known as stages, you
can also say pipeline phases like in my demonstration I also
prepared one more sales process Sales process which is same as previous sales process
only difference is if my budget amount is and see one more step over here so you can modify
sales process as per need. In coming topics of pipeline view I'll put more Focus the importance
of sales process stages in the pipeline report when you work with the opportunity
the ultimate aim is to win the deal when I say win the deal means
you have to close as won click on close as won this is known as close opportunity form actual Revenue, close date we Define competitor, in case
you lost the Opportunity description in case because any reason you lose the opportunity, in that case you
have to close the opportunity as lost whether you close as won, close at lost, you have
to fill close opportunity form which is mandatory on this form they are by default five fields
but the customization of this form is possible for which we have to do some settings
so let me show some settings to you custom field on closing form once admin enable the setting from here, customizer
can place more attributes on closing form so, so far we have covered how to create
opportunities and how to close them now let's move to our next topic now we have many opportunity in hand, but you
can see this view is more textual, more tabular if we get more graphical views, we can
generate more values to win more deals let me go to settings-> advanced settings customization opportunity controls let me choose- pipeline view
for web, phone and tablet save publish Let me refresh my screen opportunities, show as you can see pipeline View so here you can see, we have a pipeline View on left side we have estimated Revenue and bottom
we have estimate closed date and the circle means score 86, so every opportunity have
some predictive score, 86 bigger Circle 84 55, 59 see these different parameters can be
modified as per the need of organization similarly we have sales funnel over here
if we notice carefully, these are different four stages of the sales process that we
discussed earlier. let me go back to this you can see qualify, develo,p propose and close
are four different stages of the sales process here these are these four same stages that is the reason we also know these
four stages as pipeline phases let me go back to settings opportunity pipeline View in case you want to modify something
in this bubble chart, let's say here when you want to see probability save ->publish similarly, in case you say
you want to hide funnel chart publish refresh, see funnel chart is not available now want to hide deal tracker, you want to enable
funnel chart and you need to modify further and you want to maybe sort by finish to start now it showing close, propose, develop and qualify and each of the phase will show
you estimated Revenue in each phase so so far we have discussed
about pipeline view, now we move to our other view which is the kanban view so this is the kanban view, in kanban view we have
two options, we can see by business process flow as I mentioned in opportunities we have a default sales process known as sales
process and we can also make our own sales process like I have defined V2 sales
process, in kanban view we can only use default sales process, so you
can see qualify, develop, propose and close so these are known as swim Lanes and these
are the opportunity cards we can also move cards from here to there like for example I want
to move from qualify to develop, I can do that similarly in status won like all the opportunity have three kind of status,
either open, Won or lost, so we can also move here from one swim Lane to other swim Lane for example
I want to move this opportunity from open to won I want to move this to Lost so these are different kind of views that we
discuss in pipeline view, we can see things from different point of view in kanban view,
we can see things from different point of view, so these are different suitable
views for different kind of sellers now we're moving to our third
view which is the focused View so it's the focused view, it means here your focus
is on not graphica,l is more about interacting with the opportunity in terms of data, so if you click
on any opportunity, it show complete form over here so your focus is just on work, just on activity
you perform, is less graphical more textual but just focus on the more data components, so so far
we have discussed how to create opportunities, how to close opportunities as a win or loss, how to
work with the sales process, how to see data in different formats in different views like kanban
view, pipeline View and focus View thank you Sales Life Cycle- an ideal sales
life cycle starts from leads and finishes at invoice. let's jump
to demo and see how it progress we are starting our video
with creation of a new lead we have defined first name, last name,.
company name and topic let's save the lead click on qualify, now we are three options
account- yes, contact- yes, opportunity- yes we can choose yes or no, based on
our organization requirement, okay now we can see we have opportunity
with same topic- contact name if I click on this contact this is the account, so we got first name last
name, account name all information from lead now we will work on this opportunity we're going to add some
products in this opportunity let's assume now, customer
want quote for this opportunity in that case we can create quote form here itself please notice, it has Auto allocated
Quote ID and Revision ID is zero and product copied from opportunity to quote initially quote in draft stage, so we need to
activate the quote to share with the customer let me activate the quote suppose you shared this quote with
the customer and customer wants some Revision in pricing or something else,
in that case we can revise the quote let's say you want to offer discount of 2 percent activate the quote now price is 490. see refer quote is based on this
opportunity, if you click on opportunity if I go to quotes, the quote that was
for 500 is closed and 490 is active now from quote we can also create order so because this quote is based
on the opportunity, it's going to ask you whether you want to close the
opportunity or you want to keep it open now we got this order once you have order with you, you can fulfill
the order, then click on fulfill order you may get option of complete or partial,
please notice that when we go to quotes we get the option of create order, sometime in
case your system is customized and your CRM is integrated with some order processing system or
ERP you may see submit order option, in that case your order will go to that system for processing,
once you have order you can also invoice so let me show you one more option over here,
price locked- yes, so let's assume I go to laptop now make its price 700$. I came back to invoice I say use current pricing, in
that case pricing will be revised now showing 700$ and pricing Lock - no once you have invoice, you can cancel
invoice or can mark on the invoice paid complete and partial, at order level, at invoice
level, system can behave in different way if system is customized, as many of the guys integrate
ERP or other order processing systems with CRM so far we have seen how to work with lead make opportunities from lead, then we create
quote, then we make orders and invoices. Thank you Lets jump to demo and see how it progress let's start our demonstration of goal management as you can see on my screen, we have sales
department in which we have a sales manager and two sales persons. Sales Manager Neeraj is working
on opportunity one and two, Steve working on three and four and John working on five and six. now I
am going to show you goal Management in software so I am using Dynamics 365 Sales hub
Lets go to opportunities goal View, so you can see Op- 1, 2 by
Neeraj, 3, 4 by John, 5 and 6 by Steve so in total there are six
opportunities, two of each all six are open and they have some estimate
close date and some estimate Revenue so all the six opportunities are open and none of
them is closed, when I say close either lost or won so now we start working on goals
based on these opportunities go to app settings go to goal new goal sales I come to parent goal later on, goal owner for Team level goal, I am assigning Neeraj
as goal owner, who is the sales manager. when I say goal owner, means the person responsible
for achieving targets as per the goal manager- it means the person who is managing
the overall management of goals like editing setting targets and Etc. now we go to goal Matrix
by default in goal Matrix we have three options number of product units, revenue and number of
cases, these 3 options are available by default which you can use as per your business requirements
and you can also make new Goal Matrices like for example option one and two are more
relevant for sales, number three is more for the number of cases in the customer service, for this
practical for this demo session I am using Revenue under goal Matrix or Revenue
if I click on this one continue name - Revenue, Matrix type- amount,
amount type - money, Rollup fields please see Rollup Fields very carefully, so
as I mentioned we have six open opportunities so when I say open - opportunity open, so we have
estimate revenue, and estimate close date. when we close the Opportunity as won, we have actual revenue
and actual close date, so you can see we have two Rollup fields, In case required we can add more Rollup
fields and remove in process as well, so it all depends on your business requirement, what to
keep, what to remove. so in this case we have actual revenue and estimate Revenue, actual close date
and estimate close date, I go back to General save & close, so we have discussed name, goal owner,
goal manager and goal Matrix. time period- see when we have time period we have two options fiscal
period and custom period, if fiscal year is defined by your company, your organization
you can choose these options from here in this demonstration we are taking custom period so this goal is for 1st June to 31st August targets - let's assume we have
Target of 5000$ for the sales team child goals- I'm going to cover very
soon, actuals - let me click on recalculate so you notice that actual is zero, in progress is
1200. how come? If I go to General, I can see owner is Neeraj, Neeraj have two Opportunities,
both are open and sum is twelve hundred as none of opportunity is closed as won, it is zero so now let me make some child goals we have to use as John and Steve as John is supposed to achieve this target, so it
is goal of John. so I'm assigning owner as John time period copied from the
parent goal, let's say Target is again, 2000$ for him if we go back to PPT, we have mentioned
that Neeraj is sales manager, Steve and John are salesperson so collectively all these three guys will work on opportunities
and make the money for the Department so in Sales Team goal, we have
two child goals John and Steve so again I go to actuals, to calculate actual is zero. this is 4200, how
come? it is sum of all these guys now we can explore more options, we
have option over here- Goal Criteria roll up only from Child goals, as of now
it is - no, if I choose - yes ,it means it will only choose value from Child goals,
not from the parent goal, let me save it re-calculate refresh, actuals - 3000. How come ?
because in this case Child are John and Steve and some of all these are
three thousand, I hope it's clear so far now we have other option over here - all, when we
select all, it select setup for Rollup and we save it it's status- please define the roll-up query, so
here in Neeraj, we have two customers Alex and Carla let's make new roll-up query Notice that, In case of Neeraj, there
are two customers Alex and Carla If I say Potential Customer equals Carla, It give me a single row Save & close and let me choose query from here ready for filter and same here so please notice that, whenever I choose
this option all over here in record set for roll-up, it asks me for queries and filter
results by query, if I got to recalculate refresh ->now click on actuals-> now value is
coming 3200, why so? Because in case of Neeraj now it only picking the record of Carla, not
picking the record of Alex and 200 this one and this one 3200, so I hope is clear
so far we have discussed items in general tab time period, targets, child goals, actuals, goal
criteria. Now go back to next level - you notice that in actuals- actual money is zero, all is in progress,
reason being all the opportunities are open let me close two opportunities for Steve one is closed one is open and he
has achieved one thousand dollars, out of two thousand dollars, same for John one is open
and one is closed, for now the goals we calculate refresh so Steve have achieved 50 percent Steve have achieved 50 percent and John have
achieved 25 percent, reason being actual is 500 and his Target was 2000. so I hope it's clear
so far, my now I go to my team goal, Department goal here 1500 we have achieved and 1700
is in progress, Let's I go to remove this criteria save it re-calculate I refresh, actuals- you can see we have thousand ,
twelve hundred, Seventeen hundred, twenty seven hundred, are in progress and actual - we have
this much and at goal level we have 30 reason being ,Target was five thousand. so I hope
it's clear to all of you, how to use goals, child goals, how to calculate actuals in progress
what is goal criteria and various other options we also have option over here to show chart so you can also refer this chart
they are showing how much Steve sales team and John is standing
in terms of the achievements Topic is Forecasting - Forecast help organizations
predict how much revenue your sales team will generate in given time frame, Forecasts
help you to see the health of your pipeline and see how your sales team is
doing against the quota or Target In our demonstration - we have sales manager
Neeraj and we have two salespersons Steve and John we have sales hub application, as admin I'll
go to app settings -> I'll go to forecasting and I'll Define forecast. So
we have three Out of box options Org chart forecast, product forecast and
territory forecast and you can also create from scratch. In our demonstration we
are going to take org chart forecast demo forecast so see Rollup entity and hierarchy entity is
pre-filled as opportunity and user, as we will see different users holding different
opportunities in different stages we have defined Neeraj as manager,
Steve and John as salesperson let me go back to here I Define Neeraj over here now I am going to give you quick
overview of rest of the tabs and I'm going to explain step by step, when I
show you forecast as a seller-> permissions to read or adjustment -no other security rules in case you want four specific
roles, you can Define over here whether sharing allowed or
not, you can Define over here I show you this demo session in later part of this
demo, Layout -as a salesperson when you see forecast what columns you want to see in the grid and how
they're going to calculate as defined over here for example for pipeline, you want to Define
different value maybe something else over here so you can do settings of the calculations and
visibility at this place, you can apply filters if you wish on data, Drill down - so when you want
to see data, you want to see account wise or you want to see pipeline phase wise or something
else, so I already have two forecasts defined which I have set for different type of the
drill down, which I'll show you as a seller and the advanced- multi-currency, kanban view, I'll
show you in the my demonstration as a seller I'm going back to General so by default we have forecast period as
quarterly and monthly Financial year, In case you want to modify further as per organization
need, you can enable the Advanced scheduling so I have defined data for the two periods of this financial year and current quarter
is quarter three, let me save this one activate, once I activate the
forecast -I can upload quota data okay download simple data- column template so see different rows and column predefined and fifteen eighteen upload some of the options I have not
shown you yet but when I show you forecasting a seller I come back to
this options and demonstrate to you the forecast is active A salesperson I'll go to sales
I go to performance and forecast I'm going to choose my demo forecast yeah see Steve and John are
under Neeraj, quota defined over here this quarter, for other quarter is different quota is a value we just filled in the our Excel file after discussing quota, we can
see this grid have many columns all these columns are defined under forecast layout which column you want to show
which column you want to hide how value could calculate for
each column is Defined under layout you notice that we have something like
committed, best case, pipeline. How it came ? basically for all the opportunities We have field forecast category you can choose the best value as per your
business requirement, but you cannot choose won or lost because they are done by System
itself, when you close as won or close as lost so different opportunities and different
forecast category, which being shown over here now we come to one more column- which is the
prediction. As we Define this forecast just now prediction column is not available as
of now to show some values in this case so I show you prediction values via
some my old forecasts, like forecast one prediction value comes based on the
your historical data of opportunities more is data, more accurate is data, better
is prediction if I click on prediction it will show me predictions from open opportunities,
prediction from new and total prediction logic behind machine learning model is not exposed to end users, but you can read in
about segment how it get generated and what are top factors which influence
the this value, in nutshell we can mention More is data, more accurate is data, Better is the prediction this prediction data do not change on
the spot, it change after seven days let's assume we have this forecast value,
forecast by default is complete plus one let's assume you want to modify the
forecast, that is possible, click over here -60 update page okay see this symbol so value by default was T20, 345 in that adjustment
means at lower level somebody done adjustment and become 345. then we have done the adjustment at
Direct level which is 606. it's possible to reset reset 320 -original value and all this permission based so let me show you how to
set the permissions for this here no additional security role required or maybe
for specific roles, we also have option over here Share forecast - this option. if sharing is enabled,
Here, we specify users you can do from here we also discuss about drill down so we click on this place by default Drill Down - none, Drill Down by FC, FC
let me show you back over here in forecast one I'm defining drilling based on
the forecast category name and FC so committed, won so for each user is showing, amount in
different opportunities, in different forecast categories. similarly I
also have one more option, I defined for demo forecast - I have chosen drill
down by account, so I can see by account demo forecast multi currency -enabled in Kanban view save Let me refresh you can see if we have defined multi currencies,
we can see currency value over here, in USD in INR you can choose different quarters from here data in kanban View if I go back to this place, I say disable data in tabular manner so we have discussed all the major
components of forecasting In sales Hub app - by default
we have these four dashboards but sometimes sales leaders, sales managers need
more dashboards to take better decisions and to take corrective actions, so we can make new
dashboard from here, Dynamics 365 dashboard from here you can make some
basic dashboards, I mean like this very simple, but sometimes we need
to have more complex dashboards so best choice for complex dashboards is power BI, so how to integrate power BI with Dynamics CRM so let's take our demo to next level so here I have power BI we can make new dashboards in power BI and
we can also have some ready-made templates sales analytics for Dynamics 365
sales is ready-made template app this app is quite useful for sales
leaders and sales manager to analyze data in very deeper manner , let me install this one at present, this app is showing sample
data. Let us connect this app to our CRM so here we take the URL of our CRM as of now data is sample data, but
it's fetching data from our CRM so this will soon these values will change yes, now we can see data for our CRM, Sales
performance, Sales leader board, Win-loss analysis Won-Loss details, sales pipeline and in various
other dashboards. So you can analyze your data of CRM in power BI in very effective manner using
sales Analytics for Dynamics 365 sales app, go back let me update the app under permission, I want to give permission
to whole organization ->update app after publishing the app will go to
Dynamics CRM-> we'll go to advanced settings we'll go to adminm-> system settings -> reporting ->
allow power BI visualization embedding - yes ->ok now you can see we have one more option-
power BI dashboards, click over here save it now you can see, you have this beautiful
dashboard from Power BI to our CRM now we can see our data of CRM in power BI and our dashboards of the power BI in
CRM, I hope you like this demo. we have 2 users Neeraj & Steve in our environmen. Name, email
address and both have valid office 365 E5 license it means they can send email to each
other and outside world very easily but what happens if these two users are
also user of CRM or other Dynamics app let's go to Dynamics ->advanced settings security-> users Neeraj and Steve, so you can see Steve and
Neeraj are user in Dynamics and they want to send to email to each other and they
also want to send email to outside world and want to receive email from outside, so
what to do ? how to set up ? apart from this Steve and Neeraj use Outlook and from Outlook
itself, they want to communicate to Dynamics, how to do that? So in this demonstration we're
going to learn how to do complete email setup in Dynamics and how to integrate Outlook
with Dynamics, so let's move to demo further the first step is setting of server profile go to settings go to admin ->system settings email, here we have to choose server profile
exchange online, reason being we are using office E5 license, Incoming, outgoing configuration -
server side synchronization or email router appointment ,contact, tasks all are the items
in the Outlook that we can synchronize with Dynamics, so we have to choose
server side synchronization okay, step two is test email
configuration and enable mailboxes mailboxes NS demo. SS demo- Neeraj and Steve first step is approve email second is test and enable mailbox since I have already executed the step,
so I can see success over here else you will see over here- not run, not run, so
wait for few minutes, once it becomes success it means all set for step number three. Step number
three is providing security role to these users so that they can use the system properly manage rules and provide Outlook 365 app for Outlook
user, this role to both users Neeraj and Steve step 4 is installing app for Outlook users from the side of admin to all the
users or the selective users you can see we have done all these steps now we have to choose users neeraj and Steve for whom we want this app
to be installed, add app to Outlook Its showing pending, sometime it can take 10 to 15
minutes to set up for Success. so these are the four steps that we have executed under system
settings, now we go to Power Platform environment so this is the environment of our sales trial here under Dynamics 365 apps
you will see we should have Dynamics 365 app for Outlook,
it can install from App source now we can see Neeraj Added to Outlook we got notification email because we have done
test email configuration and enable mailboxes same for Steve let's go to Dynamics-> activity email just hello go to Steve yeah see email sent by Neeraj to Steve from
CRM and receive over here, so it means setup for email is well defined for our CRM system,
suppose Steve had got one email from outside which is not our customer, it's a
random email we got from somewhere so how to track that email in Dynamics,
okay I got a new email from a unknown customer okay so here in this case I click over here. I
see option here Dynamics 365, reason being we have done complete setup and we have installed
Dynamics 365 App for Outlook, click over here connecting Dynamics to Outlook okay so this email is now
being tracked in Dynamics but in which context you can set regarding you can either connect to account, contact, lead
or opportunity. let's connect to opportunity like Maybe OP15 so we can see, how easy it is to get an email
in Outlook and generate contact and link to opportunity in a very simplified manner.
so it is a power of Dynamics 365 app for Outlook the way we have connected our email to Dynamic,
same way we can do for other tasks we can see over here- tracked in Dynamics so it means it
being plugged into Dynamics because we have installed Dynamics 365 app for Outlook and they
have done the required configuration. the first step in this demonstration is we
will log into Power Platform admin Center Sales Trail is name of our environment,
under Dynamics 365 apps we will check for Copilot. Dynamics 365 Copilot app is pre-installed
over here, in case it's not installed you can install from the app source. Second step is we
will go to make.powerapps.com ->we'll go to apps, and we will choose our sales hub ->click edit go to settings see carefully under settings we
have upcoming, type copilot over here there are two settings- copilot for email and
copilot for chat, enable both of them after enabling both the chat option and
email option for copilot, publish the app once you do publishing of the
app, come back to sales hub go to opportunities please note that co-pilot is based on NLP,
NLP stands for Natural Language Processing NLP gives you suggestions based
on text data, that you already have this is a reason in this opportunity, I have filled
almost all the attributes in well-defined manner I also have provide information
of the Price listing and products and a few other items, like for
example have some activities like meeting, tasks and some emails, so once you have well-defined data in your opportunity, you can
get more benefit from the co-pilot click on copilot option ->
click option generate summary so you can see the summary says, name
of the opportunity, customer name few other information items that it
picked from the opportunity attributes so more accurate data in your
attributes, in your activities in your notes, better this summary you will get next option that we will see in
copilot is- prepare for meeting before using that option we have to check
that in opportunities and related activities we have enough data of meetings and the
past email communication-> go to Copilot prepare for meeting so it picking data from your meetings ,
which are coming up in the near future and the data based on the your past
email communication with the customers let me draft a new email you can see as of now the compose
option is gray out, when I click on email compose option become active ,
click on describe email you want text for customer meeting so co-pilots, Listed me some text about
the email that I can use as it is or I can modify as per my requirement, please again notice
that copilot give a suggestions Based on data that we already have entered in system, so please
define all the major attributes in opportunities and go back to Copilot again we have seen how generate summary
and Prepare for meeting works get latest news related to account,
in this case our account is fabricum so co-pilot will try to find some news
for this account by using the Bing okay can only generate summary
and prepare for the meetings so we have discussed so far how to
generate summary for opportunities how to prepare for meetings and
how to draft email for the customer We will go Microsoft 365 admin center we will go to integrate apps option click on get apps find sales Copilot sales copilot for Microsoft Outlook, get it now configuration, please notice that it is
saying Microsoft Viva sales, reason being Microsoft recently rebranded Microsoft
Viva sales as Microsoft sales Copilot as an admin to which user you want to provide access, in My Demo session I
am using entire organization provide permissions next-> finish deployment done, after deployment it can take few minutes, here it is, please notice still saying
Microsoft Viva sales, as Microsoft recently Rebranded as Microsoft sales Copilot, is
in progress so we have to wait further okay, it is fine now now an end user can easily use
the sales copilot in the Outlook see there's no option like sales copilot over here click on get add-ins click on admin managed and find sales Copilot add here now sales copilot for Microsoft Outlook
is available to use for the end users now you can see we have option of sales
copilot over here, click on this option please notice that you're getting some options
for the copilot, describe the email you want please provide me a soft denial so co-pilot have provided you a
draft for the soft denial, if you wish you can use as it is or if you
wish you can also modify it further reply to an inquiry make a proposal enter a Concern so you can see co-pilot is providing you
various options in context of this email based on the content of email, it will provide
you suggestions for the further drafts, if your outlook is connected to Microsoft Dynamics
as well, you can see more options over here save your email to Dynamics maybe in context of some account so it will save the email in Microsoft
Dynamics CRM in context of this account so here we learned how to
install sales copilot for Outlook how to use sales Copilot with Outlook and
how to connect record to Dynamics CRM sales copilot in Microsoft teams, our first step
is we will go to Microsoft teams admin Center we'll go to Team apps-> setup policies we will add a new policy over here for purpose of this demonstration, I
already created a policy to save our time my policy here I have added sales copilot, the
reason I already added sales copilot over here because after adding an installation changes take place in few hours and to save
our time I have skipped this step for you similarly under pin apps, I have added
sales Copilot, so at admin level we have done settings for the sales copilot
deployment, Now we move to Microsoft Outlook make a new meeting please watch this tab very carefully make sure this option is enabled teams meeting, I also tried creating meeting in
Microsoft teams but I notice in that case copilot don't work, so make sure you create meeting
from Microsoft Outlook and enable this option step 3 is I'll go to my Microsoft teams I'll tell other salesperson or my customer
to log in and to start meeting with me before that I have to cross check whether sales
copilot is visible over here or not, in that case in case it's not visible, you click over here Choose Sales Copilot and Save okay now it's time to start
meeting, let me join the meeting we have to make sure we have
to record and transcribe , else summary will not generate with Copilot so you notice that we just finished
the meeting, now we'll go to chat we have to wait for some time, Here Comes ,you can
see notification - your meeting summary is ready so in summary we have three tabs- recap ,
mention, details. In details its talk about who are the participants of meeting, complete
transcript and also recorded version of the call in recap- it tried to capture highlights participant- talk about company
repairing electronic devices it mentioned about Microsoft information
about Dynamics other keywords people, so it tried to capture some golden
words that you can use for your business so more intense is conversation ,
better are highlights under sentiments you can see -neutral sentiment
and Positive sentiments. In case customers unhappy and he used some negative words, probably
you see negative sentiments over here so this way you can save your time and energy
by using the co-pilot sales summary in Microsoft teams I will be happy to solve your queries further
please mention in comment box or visit my website which I have given in description, please subscribe
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