Module 5: Work with Dynamics 365 Sales Insights and the Sales accelerator

Practice Lab 5.2: Build a sequence

Scenario

Contoso Coffee’s sellers suggest that sales could be improved if organizational “best practices” were easier to follow. After examination, Contoso’s sales managers have determined an ideal sequence of sales events for sellers. They want to enforce best practices by setting up a series of consecutive activities for sellers to follow while qualifying leads. You want to ensure that it is as easy as possible for sellers to follow during their day. You have determined that a sequence is the best way to accomplish this.

Upon successful completion of this lab, you will be able to:

• Create a segment
• Create a sequence
• Define sequence activities
• Activate and connect sequences to records

This lab will take approximately 45 minutes to complete.

Exercise 1: Create and attach Sequences to records

Task 1: Enable Sales Accelerator

1. Go to your Dynamics 365 Sales Hub application.
2. In the bottom-left corner, select the Sales Insights settings from the Change area.
3. In the Sales Insights group, select Global settings.
4. In the Sales accelerator sub-group, select the Sequences tab.
5. You will be asked to set up the Workspace to be able to use Sequences. Select the Setup workspace button.
6. Select Quick setup.
7. In the Record type and form section, select + Add record type and then select Opportunities.
8. For the default form for each record type, configure as follows:
   • Leads: Sales Insights
   • Opportunities: Sales Insights
9. Select Publish.

   [!NOTE] It can take several minutes for your changes to be applied.

Task 2: Create a Segment

1. If necessary,in the bottom-left corner, select Sales Insights settings from the Change area menu.
2. In the Sales Insights group, select Global settings.
3. In the Sales accelerator sub-group, select the Work Assignment tab.
4. Make sure the Record type is set to Leads and select the New segment button.
5. In the Name field enter the text Trade Show Leads and then select the Next button.
6. On the Segment definition tab, select the Add button.
7. From the menu that appears, select Add row.
8. Configure the condition as follows:
   1. Lead Source – Equals – Trade Show
9. Select Simulate Results.

   [!NOTE] You should see a segment member simulation screen which will include any leads that meet your criteria.

10. Close the Segment member simulation window.
11. Select Save.
12. Select Activate.

Exercise 2: Create and attach Sequences to records

Task 1: Create new sequence

1. If necessary,in the bottom-left corner, select Sales Insights settings from the Change area menu.
2. In the Sales Insights group, select Global settings.
3. In the Sales accelerator sub-group, select the Sequences tab.
4. If necessary, select Enable on the notification to enable workflow for sequences to work properly.
5. On the Sequences tab, select + New sequence.
6. Review the available sequence templates, then select Start from blank.
7. In the Sequence name field, enter Trade Show Follow-up Sequence.
8. In the Description field, enter This is a test sequence for Test Coffee. This sequence will be used for following up with potential customers after trade shows.
9. In Record type, select Lead (if it is not already selected).
10. Select Next.

Task 2: Choose the first activity for seller to take

Choose the first step for your sellers to take. This can be either sending an email, making a phone call or add a task of your own. In our example, we will start with an email.

1. Below the Sequence start tile, select + to add a step.
2. Select Send an email.
3. In the Title field, enter Introduction email.
4. For Description field, optionally enter a description: Introduce lead to the sales team.
5. If email templates (table specific or global templates) are available in your organization, you can select an email template. In this case, we will assume that the seller will write their own introduction email.
6. Select the X to close the Email pane.
7. Select Save.

Task 3: Add additional activities for your seller to take

Add additional activities for your sellers to take in an ordered manner - for example, the seller needs to take the first activity first, then the second and third and so on.

1. Select the + to add the next step.
2. Select Set wait time.
3. Set the wait time interval to 1 hour, then select Apply.
4. Select Save.
5. Select the + to add the next step.
6. Select Make a phone call.
7. In the Title, enter Follow-up call.
8. Optionally, enter a description in the Description field.
9. Select Save on the command bar.

Task 4: Activate the sequence

To make the sequence available for sellers to use, activate the sequence.

1. Select Activate on the command bar.
2. Select I understand, then select Activate.
3. Verify that a green confirmation bar appears at the top of the sequence indicating that the sequence was successfully activated.

Task 5: Connect the sequence to a segment

1. Make sure you are in the Sales Insights settings area.
2. In the Sales accelerator sub-group, select the Sequences tab.
3. Open the Trade Show follow-up sequence you created earlier.
4. Select the Connected leads tab.
5. Select + Connect Segments
6. Locate and select the Trade Show Leads segment you created earlier.
7. Select Connect.

Task 6: Connect the sequence to record (From Record)

1. Change the area to the Sales area using the bottom left dropdown menu.
2. In the left navigation, under Sales, select Leads.
3. Select one of the leads you created earlier.
4. On the command bar,if necessary select the vertical ellipsis (⋮), select Sequences > Connect sequence.
5. Select the sequence you created earlier and select Connect.
6. If you are prompted to assign a seller, select the Assign button. Now, the seller(s) who have access to the lead record can see the activities connected with it.
7. Verify that a confirmation message appears at the top of the page indicating that the sequence is connected to the lead record.
8. Refresh the page - you should see the tasks you created in the Up next section.