{"id":30771,"date":"2022-02-25T16:39:43","date_gmt":"2022-02-25T11:09:43","guid":{"rendered":"https:\/\/www.inogic.com\/blog\/?p=30771"},"modified":"2022-02-25T16:39:43","modified_gmt":"2022-02-25T11:09:43","slug":"configuring-sales-acceleration-reporting-preview-feature-in-dynamics-365-ce","status":"publish","type":"post","link":"https:\/\/www.inogic.com\/blog\/2022\/02\/configuring-sales-acceleration-reporting-preview-feature-in-dynamics-365-ce\/","title":{"rendered":"Configuring Sales Acceleration Reporting (PREVIEW) Feature in Dynamics 365 CE"},"content":{"rendered":"

Introduction:<\/strong><\/h2>\n

The Sales Accelerator in Dynamics 365 CE provides a digital selling customized experience to the sales team. Using this feature, sales team can prioritize customer lists and create worklists that help in making every communication successful.<\/p>\n

Recently when I was setting up \u201cSales Accelerator\u201d in Dynamics 365 CE 2021 wave2 version, I came across a couple of enhancements that would make the sales team\u2019s life easy:<\/p>\n

    \n
  1. \u201cGo to seller experience\u201d feature<\/u><\/strong>:<\/u> a hyperlink option that will quickly navigate you to \u201cSales Accelerator\u201d work items UI under sales area.<\/li>\n
  2. \u201cSales acceleration reporting\u201d PREVIEW feature<\/u><\/strong>:<\/u> a feature that uses AI to display KPIs and metric charts for all sequences that are related to leads and opportunities over the months.<\/li>\n<\/ol>\n

    It provides real-time analytics based on data and predictive information that can help the sales manager in accelerating the sales performance of the team. It leverages reporting capability to filter the data based on specific time periods (Weekly, Monthly Yearly), entity type, sequence name, sequence owner, seller, and territory.<\/p>\n

    To explore this feature, firstly make sure that the Sales Insight license is enabled in the organization. If you have not enabled it yet then refer to this doc<\/a>.<\/p>\n

    Now, let\u2019s start with the actual demonstration of each feature.<\/p>\n

      \n
    1. \n

      \u201cGo to seller experience\u201d feature for quick navigation<\/u><\/strong>: <\/u><\/h4>\n<\/li>\n<\/ol>\n

      While setting up \u201cSales Accelerator\u201d there is \u201cGo to seller experience<\/strong>\u201d hyperlink which is now available as shown below:<\/p>\n

      \"Configuring<\/a><\/p>\n

      You can navigate to \u201cSales Insights setting\u201d –> under \u201cSales accelerator\u201d –> click on \u201cSetup\u201d –> at the right-hand side you will find \u201cGo to seller experience\u201d hyperlink. By clicking on it you will be quickly navigated to \u201cSales Accelerator\u201d section where all the work items are listed for sales representatives.<\/p>\n

      What is the use?<\/strong><\/p>\n

      As we all know, sales representatives spent most of the time on work items that are prioritized for them by the sales manager through the defined sequence. So this feature is really useful as navigation has now become easy with just one click.<\/p>\n

      Before this option, after setting up Sales Accelerator to see the work items that are prioritized, Sales representatives had to navigate to \u201dSales\u201d area–>\u201dMy work\u201d–>\u201dSales Accelerator\u201d as shown below:<\/p>\n

      \"Configuring<\/a><\/p>\n

      But now in just one click from within the setup configuration page they will be directly navigated to the work items list.<\/p>\n

        \n
      1. \n

        Configuring \u201cSales acceleration reporting (preview)\u201d feature:<\/u><\/strong><\/h4>\n<\/li>\n<\/ol>\n

        By enabling \u201cSales acceleration reporting (preview)\u201d feature you get a quick overview of lead and opportunity sequences that are defined in your organization.<\/p>\n

        This reporting feature lets you analyze metrics and key performance indicators (KPIs) which then the sales manager can keep watch upon and identify the area of improvement for increasing the sales growth.<\/p>\n

        You can follow the simple steps given below to configure this feature:<\/p>\n

          \n
        1. Navigate to \u201cSales Insights setting\u201d –> under \u201cSales accelerator\u201d –> click on \u201cSetup\u201d –> when you scroll down, you will find \u201cSales acceleration reporting (preview)\u201d option available.<\/li>\n<\/ol>\n

          By default, this feature is disabled as shown below. \u00a0Just flip the control to enable it.<\/p>\n

          \"Configuring<\/a><\/p>\n

            \n
          1. While enabling, you will see with below pop up, click on \u201cEnable\u201d button to proceed:<\/li>\n<\/ol>\n

            \"Configuring<\/a><\/p>\n

            After #2 step you need to wait for a few minutes to perform the #3 step. (It takes few minutes for this feature to be enabled and changes to reflect. It took me about 20-25 minutes and after that \u201cSales Analytics\u201d had started appearing under the \u201cSales\u201d area.)<\/p>\n

              \n
            1. Navigate to \u201cSales\u201d area–> under \u201cSales Analytics\u201d –> click on \u201cSales Acceleration Reports\u201d. You will be now navigated to the \u201cSequence Reporting\u201d page.<\/li>\n<\/ol>\n

              As the reports are being provisioned for the first time, the following message is shown:<\/p>\n

              \"Configuring<\/a><\/p>\n

              After #3 step, you need to wait for few hours to let provisioning finished. (It takes a few hours for this feature to complete the provisioning process and changes to reflect. It took me about 6 hours.)<\/p>\n

                \n
              1. Once provisioning is completed, data will start loading on the \u201cSequence Reporting\u201d page.<\/li>\n<\/ol>\n

                KPI Summary Chart:<\/strong><\/p>\n

                \u201cLast updated\u201d date:<\/strong> As shown in the below screenshot, on the top right-hand corner you will see the \u201cLast Updated\u201d date which shows when the page was updated last time.<\/p>\n

                \"Configuring<\/a><\/p>\n

                KPI data that are displayed in the \u201cSequence Reporting\u201d page shows KPI calculating factors like \u201cLead conversation rate\u201d, \u201cAvg. Time (in days) for lead conversation\u201d, \u201cAvg. Time (in days) for sequence completion\u201d, \u201cOpportunity-to-win ratio\u201d, \u201cAvg. time (in days) for opportunity conversation\u201d etc.<\/p>\n

                Let us discuss one of KPI factor \u201cLead conversation rate\u201d here.<\/p>\n

                Lead conversation rate<\/strong>: If you have sequence present for lead entity and if any of connected leads are converted into opportunity then it gets tracked here. In simple terms, it represents the success rate in percentage of how many leads are qualified that belongs to the \u201cLead\u201d sequence.<\/p>\n

                You need to have valid data already present in the organization for values to appear in each KPI while reporting. For e.g. if you want the value to appear in \u201cLead conversion rate\u201d KPI then leads that are connected to the sequence must be qualified and converted to opportunity.<\/p>\n

                Like the \u201cLead conversation rate\u201d there are many other factors involved in KPI and Metric summary charts, you can refer to this doc<\/a> for more details about other factors.<\/p>\n

                Metric Chart:<\/strong><\/p>\n

                Along with the KPI summary chart, if you scroll down on the Sequence reporting page, you will find the Metric chart as shown below:<\/p>\n

                \"Configuring<\/a><\/p>\n

                The \u201cLast updated\u201d date is refreshed every 24 hours and the recent data is loaded, as shown in the below screenshot. (It actually took 24 hours for this feature to update the sequence reporting, observe the Last updated date value highlighted below.)<\/p>\n

                \"Configuring<\/a><\/p>\n

                NOTES<\/strong>:<\/p>\n