Every organization has unique selling processes that guide sellers from initial contact to closing deals. In the dynamic world of sales, a well-defined sequence is indispensable for maintaining consistency, especially when training varies, or documentation is sparse. A sequence is essentially a roadmap of activities for sellers to follow, ensuring they remain focused on selling while understanding their next steps. This article demystifies the process of creating and activating sequences within Dynamics 365, a powerful tool for enhancing sales efficiency and performance.
License and Role Requirements
Before diving into the creation and activation of sequences, it’s crucial to ensure you have the appropriate license and security role:
- License: Dynamics 365 Sales Enterprise, Dynamics 365 Sales Premium, or Microsoft Relationship Sales. For more details, visit Dynamics 365 Sales pricing.
- Security Roles: System Administrator or Sequence Manager. For additional information, refer to predefined security roles for Sales.
Creating a Sequence
Step 1: Accessing Sequence Settings
Log into your sales application and navigate to the Sales Insights settings by selecting “Change area” in the lower-left corner, then choose “Sequence”.
Step 2: Starting a New Sequence
Click on “New sequence” to initiate the creation process. You have two options:
- Use Template: For a quick setup, use existing templates designed to guide sellers with predefined activities.
- Use Blank Sequence: Start from scratch and customize your sequence according to specific needs.
Step 3: Defining Sequence Properties
Fill in the sequence name, description (optional), and the entity type (Lead is selected by default).
Step 4: Designing Your Sequence
On the sequence designer page, begin with the “Sequence start here” step. Add steps, conditions, commands, and LinkedIn activities to diversify and specify your sequence’s actions.
Automatically Assigning Sequences
Assign sequences to different sellers or teams to tailor their focus and enhance the likelihood of success. Before assignment, ensure the sequence is deactivated.
In the sequence’s properties, choose whether to assign the sequence based on the record owner, a specific team member, the owner team, or the access team, each with options to further customize assignment conditions.
Activating a Sequence
To activate a sequence, simply open the sequence you wish to activate and select “Activate”.
Note that you can have up to 250 active sequences at a time within your organization. Be mindful of any errors that might occur, such as having “Set wait time” as the last activity in your sequence, which must be removed before activation.
Managing Sequences
On the sequence home page, you can sort, filter, reorder columns, and search sequences by name and description, providing a comprehensive overview of your sequences at a glance.
Troubleshooting
If you encounter issues accessing the sequence options, check your license, role, or if the feature is enabled by your administrator. The steps outlined are specific to the standard Sales Hub and Sales Professional apps, and customization may vary in different organizational setups.
Sequences in Dynamics 365 offer a structured path for sellers to follow, enhancing their efficiency and effectiveness. By creating and activating sequences tailored to your sales processes, you empower your team with the clarity and direction needed to succeed in the competitive landscape of sales.