Overview
Microsoft Dynamics 365 Sales is an end-to-end application to manage the handling of customers and potential customers. Using Dynamics 365 Sales, organizations can track data against sales goals, automate best practices, learn from data, and more.
Join our team of globally recognized experts as they take you step by step from lead to opportunity to closed deal. Using the application’s available automation and customization options you will learn how to enable sales staff to be their most productive selves.
Skills Covered
After completing this module, you will be able to:
- Install and configure the application
- Identify common sales scenarios
- Complete a sales cycle
- Configure product catalog
- Manage customer records
- Utilize analytics tools with customer data
Who Should Attend
A Dynamics 365 Customer Engagement Functional Consultant is responsible for performing discovery, capturing requirements, engaging subject matter experts and stakeholders, translating requirements, and configuring the solution and applications. The Functional Consultant implements a solution using out of the box capabilities, codeless extensibility, application and service integrations.
Course Curriculum
Prerequisites
Familiarity of business applications and the desire to customize and implement them for your business.
The prerequisites above can be achieved by completing the following courses:
Download Course Syllabus
Course Modules
Dynamics 365 Sales helps salespeople build strong relationships with their customers, act based on insights, and close sales faster. It also helps to track accounts and contacts, nurture sales from lead to order, and create sales collateral. This module introduces the Dynamics 365 Sales application and explains how to set up the application.
Learning objectives
In this module, you will:
- Learn about the key features of Dynamics 365 Sales and how it can help your organization.
- Configure key settings that organizations should customize when setting up the application.
- Set up the included security roles for sales users.
Prerequisites
Basic understanding of navigation in the Microsoft Dynamics 365 application and a working knowledge of the core records that are used in sales scenarios
The lead management capabilities in Microsoft Dynamics 365 let you connect with your customers in a whole new way. This module provides an overview of what leads are, and describes the different options for creating leads, managing them, and working with them throughout their lifecycle. It also provides information about qualifying and disqualifying leads. The more leads you have, the greater your chances of getting opportunities and successfully closing deals.
Learning objectives
In this module, you will:
- Examine the lead qualification process in Dynamics 365 from beginning to end
- Identify the different options that are available for creating and defining leads
- Use business process flows to manage the lead lifecycle
- Qualify and disqualify leads
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are available.
The opportunity management capabilities in Microsoft Dynamics 365 make it easy to manage opportunities and convert more leads. In this module, you’ll learn how and when opportunities are used and managed in Dynamics 365. You’ll also learn about the options for creating opportunities, their relationships with other records, and how to manage them throughout their lifecycle. By providing a complete view of the customer, Dynamics 365 helps you win more deals.
Learning objectives
In this module, you will:
- Identify scenarios where opportunities can be used
- Create and define opportunities
- Work with related opportunity records
- Manage an opportunity throughout its lifecycle
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are available. Familiarity working with leads is also helpful but isn’t required.
It takes time and effort to building a strong, lasting relationship with customers. Account executives must communicate with customers on a regular basis, and they must maintain a complete understanding of who those customers are and what they need. This module focuses on the Embedded Intelligence suite of features in Microsoft Dynamics 365 and how it can help build those relationships.
Learning objectives
In this module, you will:
- Deploy and set up advanced relationship cards
- Use the Auto Capture feature to identify potentially relevant communications
- Set up and consume email tracking
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are used in sales scenarios. Familiarity with managing leads and opportunities is also helpful.
Microsoft Dynamics 365 helps organize and manage even the most complex product catalog to support your customers in customer engagement scenarios (for example, sales and column service). In this module, you’ll learn how to define products, families, and bundles, take advantage of product properties, and define price lists. You’ll also learn about pricing options for increased consistency and efficiency.
Learning objectives
In this module, you will:
- Set up unit groups to help control how products are sold
- Create product family hierarchies that include product bundles and individual products
- Set up product pricing data by creating price lists and price list items
- Use discount lists to provide volume discount pricing
Prerequisites
A basic understanding of how to move around in the Dynamics 365 application. Familiarity with core sales fundamentals like leads, opportunities, orders, and invoices can also be helpful.
You might sell different items using different processes. However, you must set up at least one sales process in Microsoft Dynamics 365 Sales. But you can set up additional processes to match how your business works. Use sales order processing to automate your organization. Create and manage orders and support different sales processes such as creating and managing quotes, and working with orders, and invoices.
Learning objectives
In this module, you will:
- Define quote records for opportunity records
- Work a quote through its entire lifecycle
- Add and revise quote product line items
- Deliver quotes to customers
Prerequisites
Basic understanding of how to navigate the Dynamics 365 application. Familiarity with creating and managing lead and opportunities, as well as the Dynamics 365 product catalog is also helpful.
Selling today is about building long-standing relationships with customers. Customers should see you as a trusted advisor to whom they can turn when they need guidance. Building relationships is about knowing who your customers are, what they need, and when to engage with them. Microsoft Social Engagement and LinkedIn Sales Navigator are examples of applications that you can integrate with Dynamics 365 to build these relationships. Additionally, knowing which sales play to execute based on specific situations and understanding the overall health of a customer’s relationship with your organization can help to increase your volume and quantity of sales.
Learning objectives
In this module, you will:
- Discover best practices
- Work with sales playbooks
- Manage relationship health with Sales Insights
- Recognize features of Sales Navigator
Prerequisites
Target Audience should have a basic understanding of how to navigate the Dynamics 365 application. Familiarity with creating and managing cases or creating and managing leads and opportunities is also helpful.
Microsoft Dynamics 365 has multiple analytical options to help organizations drive business decisions that are based on past sales numbers and trends. For example, organizations can define custom views that show specific types of data, use charts to drill into more details about different sales-related records, or even analyze data by using external tools like Microsoft Excel and Microsoft Power BI.
Learning objectives
In this module, you will:
- Review analytical options
- Describe searching tools
- Utilize Power BI to view data
- Analyze data
Prerequisites
Basic understanding of navigation in the Dynamics 365 application. Familiarity with creating and managing cases, or creating and managing leads and opportunities, is also helpful.
Define and track your customer service related goals including identifying metrics.
Learning objectives
In this module, you will:
- Create and manage individual goals
- Use Parent and Child Goals
- Monitor goal progress
Prerequisites
A basic understanding of how to navigate in the Dynamics 365 application. Familiarity with creating and managing cases, Entitlements, and Service Level Agreements is also helpful.
Identify customer service metrics, creating goal metrics, and work with roll-up columns and queries.
Learning objectives
In this module, you will:
- Determine with metrics are needed to build efficient customer service goals
- Modify Fiscal Year settings to align goal progress
- Define Goal Metrics for an Organization
- Create custom Roll-up columns and Queries
Prerequisites
A basic understanding of how to navigate the Dynamics 365 application. Familiarity with creating and managing cases, Entitlements, and Service Level Agreements is also helpful.
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Training Options
- ILT: Instructor-Led Training
- VILT: Virtual Instructor-Led Training
Exam & Certification
Microsoft Certified: Dynamics 365 Sales Functional Consultant Associate.
If you have experience using your technical expertise with both Microsoft Power Platform and Dynamics 365 to implement and extend sales solutions for your organization, the Microsoft Certified: Dynamics 365 Sales Functional Consultant Associate certification could be just right for you. It’s designed to highlight those same in-demand skills.
This certification demonstrates that you know how to apply technical knowledge to implement simplified experiences for sellers that enable them to focus on building customer relationships. A Microsoft Certification validates to the world that you have these skills—whether you’re just starting out, looking to use your functional consultant prowess to advance your career, or wanting to change to a new, in-demand career.
Use this industry-recognized Microsoft Certification to help shape the direction of your journey.
Training & Certification Guide
If you’re a functional consultant, a professional working with Microsoft Dynamics 365 Sales, or a developer looking to hone your consulting skills, this certification could help give your career a boost. It lets you market yourself more effectively for projects and shows your organization that you can use Dynamics 365 Sales to empower the sales force.
As a candidate for this certification, you have experience configuring Microsoft Power Platform and you know Dynamics 365 model-driven applications and data-modeling principles. You work with an organization’s stakeholders to gather requirements and implement Dynamics 365 Sales solutions. You manage leads, opportunities, quotes, and orders, and you configure product catalogs and price lists. Additionally, you configure Dynamics 365 Sales to match your organization’s unique business process, and you model Dynamics 365 Sales data. You even extend Dynamics 365 solutions using Power Platform components, such as Power Automate and Power Apps.
This exam measures your ability to accomplish the following technical tasks: Perform configuration, Manage core sales tables, Configure additional tools and services.
Skills measured:
- Perform configuration (25-30%)
- Manage core sales tables (45-50%)
- Configure additional tools and services (20-25%)
When you earn a certification or learn a new skill, celebrate your accomplishment with your network. It often takes less than a minute to update your LinkedIn profile and share your achievements, highlight your skills, and help boost your career potential. Here’s how:
- If you’ve earned a certification already, follow the instructions in the congratulations email you received. Or find your badge on your Certification Dashboard, and follow the instructions there to share it. (You’ll be transferred to the Credly website.)
- For more information on badges, check out the Certification Badges FAQ.
- To add specific skills to your LinkedIn profile, go to your profile page and update the Skills and endorsements section. Tip: We recommend that you choose skills listed in the skills outline guide for your certification.
When your Dynamics 365 Sales Functional Consultant Associate certification expires, we’ve got good news. You can renew your current certifications by passing a free renewal assessment on Microsoft Learn—anytime within six months before your certification expires. For more details, read our blog post, Stay current with in-demand skills through free certification renewals.
5 reasons why role-based tech training & certification is the secret to business success
Whether you’re an established professional or new to the field, Microsoft in-person and online IT training and certification will give you the expertise you need in a specific product or technology. When you learn from our expert Microsoft Certified Trainers, be assured that what you’ll learn will be accurate, complete, and up to date. Choose training that aligns with your budget, from instructor-led classroom or live virtual training, self-paced on-demand, blended learning or on-site private classes.
In this blog post we reveal the 5 reasons why role-based tech training & certification is the secret to business success.
Microsoft Certifications 2022: 10 Things to Look for in an IT Program for Your Employees
We live in a rapidly changing world of technology, where every day brings innovation. How can you keep pace in this era of digital transformation? Microsoft technologies, offers a comprehensive collection of training options and a wide array of role-based certifications to help you pick up new skills or brush up on old ones.
Microsoft Certification 2022: 10 Reasons to Earn a MSFT Certification
Why get certified?
There’s a high demand today for IT professionals with skills in security, networking, and the cloud—and, according to the 2018 Pearson VUE report on the value of IT certification, those are the top three fields people sought certification in last year. There’s also a rapidly growing demand for people with AI skills—in every field, including business apps.
But it’s not only developers, cloud solution architects, and cybersecurity experts, however, who need to demonstrate their skills. More and more industry roles require proficiency in specialized skills. As the business world continues its digital transformation, the need for people with skills using the latest technologies increases, which means that sales managers, marketers, brand developers, data analysts, and business apps solution developers and architects can also benefit from certification.
Frequently Asked Questions
Earning a Microsoft Certification is globally recognized and industry-endorsed evidence of mastering real world skills. It shows you demonstrate proficiency in keeping pace with technology. It’s a career move that yields many positive results.
Getting a Microsoft Certification is also a great way to break into the tech industry. A Microsoft Certification immediately confers a level of authority and expertise, especially helpful for someone new to the industry.
The number of questions on a certification exam is subject to change as Microsoft make updates to ensure it aligns with current changes in the technology and job role. Most Microsoft Certification exams typically contain between 40-60 questions; and around 60-140 minutes.
Starting June 30 2021, all newly earned role-based and specialty certifications will be valid for one year from the date the certification was earned.
To stay up to date, IT pros are constantly learning and adding skills. The IDC study concluded that Microsoft Learning Partners such as Trainocate Malaysia – 2021 Microsoft Learning Partner of the Year are well positioned to help organizations achieve their business and learning goals. The IT leaders who were surveyed found the most value from a Learning Partner that provides:
- An end-to-end solution which starts with identifying skill gaps, simplifies the learning experience, and finishes by evaluating how well the Learning Partner met the organization goals.
- Scale, flexibility, and speed to train teams of any size, in any location, amid changing circumstances.
- Value-added services, such as hands-on labs, classroom training, and custom content that help the skills development program succeed.
- High-quality content and delivery, meaning accurate, relevant courseware, top-notch instructors, and a path to certification, if needed.
MB-220T00: Microsoft Dynamics 365 Marketing
Deep-dive into the core features and configurations of Microsoft Dynamics 365 Marketing needed to drive business growth and validate your expertise with the Microsoft Certified: Dynamics 365 Marketing Functional Consultant Associate certification.
MB-230T01: Microsoft Dynamics 365 Customer Service
Sensitivity to customer needs, a drive to innovate, and technical skills characterize Customer Service functional consultants. You’re inspired to solve problems, and you have experience working on teams that focus on creating and implementing experiences that benefit your organization’s customers by providing them convenient and fast solutions.
If you’re a functional consultant responsible for configuring and implementing Dynamics 365 solutions for customers, you can use this certification to shine a light on your skills and to help advance your career.
MB-240T00: Microsoft Dynamics 365 Field Service
If you’re a functional consultant responsible for configuring and implementing Dynamics 365 solutions for customers, you’re a good fit for this certification, which can highlight your skills and help advance your career.
A Dynamics 365 Field Service functional consultant is responsible for implementing solutions that manage resources which complete the field service life cycle. As a functional consultant, you know how to work with project managers, developers, and solution architects.
PL-200T00: Microsoft Power Platform Functional Consultant
Learn to build and implement solutions that use Power Apps, Power BI, and Power Virtual Agents and explore how the Microsoft Power Platform Functional Consultant Associate certification can help enhance your career and make you a key member of your team.
Leverage your Dynamics 365 model-driven applications skills and data modeling principles. This certification lets the world know that you’re considered qualified to build and implement solutions that use Power Apps, Power BI, and Power Virtual Agents.
PL-400T00: Microsoft Power Platform Developer
Software development is core to the digital transformation in organizations around the world. Companies are investing in evolving technology, and they need devs who understand the next generation of automation.
If you have a passion for designing, developing, securing, and extending Microsoft Power Platform solutions, this certification could be for you.
Gain expertise required to create solution components, including application enhancements, custom user experience, system integrations, data conversions, custom process automation, and custom visualizations.
PL-600T00: Power Platform Solution Architect
Lead successful implementations and focus on how solutions address the broader business and technical needs of organizations.
If you have experience using your technical expertise to drive Microsoft Power Platform projects that seamlessly combine developer and business needs and that optimize solutions for your organization, the new Microsoft Certified: Power Platform Solution Architect Expert certification is designed for you.