Lab 1 - Configure Dynamics 365 Sales

Contoso Coffee has a brand-new Dynamics 365 Sales environment, and right now, it's a blank slate. Before any seller can open a lead or close a deal, the system needs to reflect how Contoso actually operates: four regional teams, consistent record numbering, and AI-powered summaries that save reps time on every record they open.

In this lab, you'll configure those foundations. You'll create user accounts for Contoso Coffee's sales team and assign security roles, set up Contoso Coffee's four sales territories, define auto-numbering prefixes that match Contoso's naming conventions, and configure Copilot to summarize leads and opportunities the way Contoso's sellers need.

This lab should take approximately 50 minutes to complete.

Before you start

You need to be signed in to your Dynamics 365 Sales environment and have the Sales Hub app open. If you haven't completed Lab 00, do that first.

This lab also uses two admin portals. Open each in a separate browser tab before you begin:

• Microsoft 365 admin center (https://admin.cloud.microsoft/) — for creating users and assigning licenses
• Power Platform admin center (https://admin.powerplatform.microsoft.com) — for environment settings and data management

Sign in to both with the same credentials you used in Lab 00.

Task 1: Create Contoso Coffee's sales team users

Before configuring territories, you need user accounts for Contoso Coffee's regional sales managers and sales representative. You'll create five users in the Microsoft 365 admin center, assign them Dynamics 365 Sales licenses, and then assign them security roles in Dynamics 365 Sales.

1. Open a new browser tab (if you haven't already) and go to https://admin.cloud.microsoft/.

2. In the left navigation, select Users, then select Active users.

3. Select Add a user on the command bar.

4. On the Set up the basics page, enter the following details:

   • First name: Andy
   • Last name: Kim
   • Display name: Andy Kim
   • Username: andykim

5. Leave the following options at their defaults:

   • Automatically create a password — checked. The admin center generates a temporary password for the new user.
   • Require this user to change their password when they first sign in — checked. The user must set their own password on first sign-in.

   [!NOTE] In a production environment, you might uncheck automatic password creation to set a password yourself, or share the generated password securely with the new user.

6. Select Next.

7. On the Assign product licenses page, under Select location, select your location, then select the Dynamics 365 Sales Premium Viral Trial checkbox to assign the license.

8. Select Next, select Next again to skip optional settings, select Finish adding, and then select Close.

9. Repeat steps 3–8 to create the following four users, assigning each the Dynamics 365 Sales license:

   First name	Last name	Display name	Username
   Maria	Reyes	Maria Reyes	mariareyes
   David	Osei	David Osei	davidosei
   Rachel	Sato	Rachel Sato	rachelsato
   Jordan	Park	Jordan Park	jordanpark

10. Confirm that all five users appear in the Active users list.

Task 2: Assign security roles in Dynamics 365 Sales

Next, assign security roles to define the privileges and access levels that these new users receive. You'll do this in the Power Platform admin center, which is where administrators manage environment-level settings including user access. You'll use two out-of-the-box security roles: Salesperson for Jordan Park and Sales Manager for the four regional managers.

1. Open a new browser tab and go to https://admin.powerplatform.microsoft.com.

2. In the left navigation, select Manage, then select Environments.

3. Select your Dynamics 365 Sales Trial environment from the list.

4. Select Settings on the command bar.

5. Expand the Users + permissions section and select Users.

6. Select + Add user on the command bar.

7. In the search box, type Andy Kim, then select the user from the results.

   [!NOTE] Newly created users may take a few minutes to sync from Microsoft 365 to Dynamics 365. If you don't see a user yet, wait a moment and refresh the page.

8. Select Add.

9. In the Manage security roles pane, select the Sales Manager security role.

10. Select Save and Save again to confirm the role assignment.

11. Repeat steps 6–10 to add Maria Reyes, David Osei, and Rachel Sato, assigning each the Sales Manager role.

12. Repeat steps 6–10 to add Jordan Park, assigning the Salesperson role.

You now have a realistic set of Contoso users ready to assign throughout the labs.

Task 3: Create sales territories

Contoso's sales team is organized into four regions. You'll create a territory for each one in Dynamics 365 Sales.

1. Go to the Sales Hub and select App Settings from the bottom of the left navigation.

2. In the App Settings area, select Show all settings and expand the Sales Administration section, then select Sales territories.

3. Select + New on the command bar to create the first territory.

4. In the Territory Name field, enter Northeast.

5. In the Manager field, search for and select Andy Kim.

6. Select Save & close on the command bar.

7. Repeat steps 3–6 to create three more territories, assigning the manager shown:

   Territory	Manager
   Southeast	Maria Reyes
   Central	David Osei
   West	Rachel Sato

8. Confirm that all four territories appear in the list: Northeast, Southeast, Central, and West.

   Contoso's regional structure is now reflected in the system. Sellers and managers will be able to filter pipeline views, reports, and forecasts by territory.

Task 4: Configure auto-numbering prefixes

Contoso wants all records to have consistent, recognizable identifiers so that quotes and orders are easy to trace across systems. You'll update the auto-numbering prefixes for two record types: Quotes and Orders.

1. Open a new browser tab and go to https://admin.powerplatform.microsoft.com.

2. In the left navigation, select Manage and then select Environments.

3. Select your Dynamics 365 Sales Trial environment from the list.

4. Select Settings on the command bar.

5. Expand the Data management section, then select Auto-numbering.

6. In the auto-numbering settings, find the Quotes row.

7. Change the Prefix value to CCQ (Contoso Coffee Quote).

8. Confirm the Suffix length is set to 6.

9. Find the Orders row and change the Prefix to CCO (Contoso Coffee Order).

10. Select Save to apply the changes.

[!NOTE] Auto-numbering changes apply to new records only. Existing records keep their original numbers.

Task 6: Configure Copilot record summarization

One of the biggest time-savers in Dynamics 365 Sales is Copilot's ability to summarize a record when a seller opens it. Instead of scanning through every field and note, a rep gets a concise AI-generated snapshot. You'll configure what goes into those summaries for leads and opportunities.

1. Return to the Sales Hub browser tab.

2. Select App Settings from the bottom of the left navigation.

3. Under General settings, select Copilot.

4. Select the Setup tab.

5. Under All apps, confirm the dropdown list is set to On. If it's set to Custom, change it to On.

   [!NOTE] The default value may vary by environment. Setting it to On enables Copilot features across all apps in the environment.

6. Select Save.

7. Select the Leads tab.

8. Review the default fields included in the lead summary. You should see fields like Topic and Lead Source.

9. Select + Add fields and add the following fields to the summary:

   • Company Name
   • Annual Revenue
   • No. of Employees
   • Rating

   These fields help a rep quickly assess the size and potential of a lead without opening every tab.

10. Select Save.

11. Select the Opportunities tab.

12. Review the default opportunity summary fields. You should see fields like Customer Need, Proposed Solution, Customer Pain Points, Current Situation, Originating Lead, and Description.

13. Select + Add fields and add Budget Amount.

14. Select the Show opportunity summary as a widget in the form checkbox to enable the summary as an inline widget on the opportunity form.

15. Select Save.

[!NOTE] Changes to Copilot summarization take effect immediately for new sessions. Sellers who are already signed in may need to refresh their browser.

Task 7: Verify your configuration

Before moving on, confirm that Copilot summarization is working as expected. You'll create a test lead to check the Copilot summary.

1. At the bottom of the left navigation, select App Settings, then select Sales to return to the main Sales Hub area.

2. In the left navigation, select Leads.

3. Select + New on the command bar.

4. Fill in the following details for the first test lead:

   • Topic: Test Lead - Verify Config
   • First Name: Alex
   • Last Name: Rivera
   • Company: Northwind Trading

5. Select the Details tab on the lead record.

6. Enter the following values:

   • Annual Revenue: 500000
   • No. of Employees: 50

7. Select Save on the command bar.

8. On the saved lead record, select the record summary above Alex's name.

9. Confirm that the record summary includes Company Name, Annual Revenue, and Number of Employees (the fields you added in Task 6).

Summary

You've created five user accounts, four territories, auto-numbering prefixes, and Copilot summarization configured for leads and opportunities. To review what you created, go to the Microsoft 365 admin center > Active users to see the Contoso Coffee team, and go to App Settings > Sales territories to see the four regions.

You're now done with Lab 01. Contoso Coffee's environment has a team of named users with appropriate security roles, a regional structure, consistent record numbering, and Copilot configured to help sellers work faster.