Module 2: Manage leads and opportunities with Dynamics 365 Sales

Practice Lab 2.1 – Manage customers

Scenario

World Wide Importers (WWI) is looking to formalize their sales process and address the backlog of untouched leads imported by the marketing team from trade shows and campaigns. You are a sales analyst for the Dynamics 365 Sales implementation at World Wide Importers and have been asked to assess and update lead records so the executive team can work from an accurate pipeline report in the upcoming leadership meeting. In this lab, you will update lead records and qualify, disqualify and reactivate lead records.

Important Note: This lab will provide you with an actual Dynamics 365 tenant and licenses for the Power Platform applications you will be using in this course. You will only be provided with one tenant for the practice labs in this course. The settings and actions you take within this tenant do not roll-back or reset, whereas the virtual machine you are provided with does reset each time you close the lab session. Please be aware that Dynamics 365 is evolving all the time. The instructions in this document may be different from what you experience in your actual Dynamics 365 tenant. It is also possible to experience a delay of several minutes before the virtual machine has network connectivity to begin the labs.

Exercise 1 – Manage Customers

Task 1 – Creating Leads

In this task, you will create three leads, one without company information and two with company information.

  1. Go to your Dynamics 365 Sales Hub application. Ensure you are in the Sales area, using the bottom left dropdown menu.

  2. Navigate to the left Site Navigation menu and explore the options available.

  3. In the left hand Site Navigation, under the Sales group, select Leads.

  4. Click + New.

  5. Enter Lead Without Company for Topic, Jane for First Name, Doe for Last Name, and click Save.

  6. Click + New again.

  7. Enter Lead with Company for Topic, Jon for First Name, Doe for Last Name, Doe Inc. for Company, and click Save.

  8. Click + New one more time.

  9. Enter Another Lead for Topic, Jack for First Name, Smith for Last Name, Test Inc. for Company, and click Save.

Exercise 2 – Lead Qualifications

In this exercise, you will qualify/disqualify leads and see what records will be created when a lead goes through the qualification process.

Task 1 – Qualify Lead Without Company Information

  1. Go to your Sales Hub application.

  2. Select Leads.

  3. Locate Lead Without Company and select it.

  4. Click Qualify from the top menu.

  5. The lead will be Qualified. Select Opportunities from the left menu to see all qualified leads. Click on the lead you just qualified.

  6. Locate the Contact field. You find that Jane Doe is now a Contact record.

  7. Locate the Account field. The field will be empty.

  8. Click Save.

Task 2 – Qualify Lead with Company

  1. Go to your Sales Hub application.

  2. Select Leads.

  3. Locate Lead with Company and open it.

  4. Click Qualify from the top menu.

  5. The lead will be Qualified, and you will be taken to a new Opportunity record created from the qualified Lead.

  6. Locate the Contact field. You find that Jon Doe is now a Contact record.

  7. Locate the Account field. You will find that Doe Inc. is now an Account record.

Task 3 – Disqualify Lead

  1. Go to your Sales Hub application.

  2. Select Leads.

  3. Locate Another Lead and open it.

  4. Click Disqualify and select No Longer Interested.

  5. The Lead will be Disqualified, the status will change to No Longer Interested, and the record will become Read-only.

Task 4 – Reactivate Lead

  1. Go to your Sales Hub application.

  2. In the Site Navigation, under the Sales group, select Leads.

  3. The Lead you disqualified is no longer in the My Open Leads view. Change the View to Closed Leads.

  4. Locate Another Lead and open it.

  5. Click Reactivate Lead.

  6. The Lead will be reactivated, the status will change back to New, and the record will become editable.