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| Section | Weight | Objectives |
|---|---|---|
| Extend and enhance Sales | 10–15% | - Deploy and configure Sales mobile app and Teams calling - Create Power Platform components (Power Automate, Power Apps, Power BI) |
| Develop deals using intelligent opportunity research | 25–30% | - Configure and use Sales Research Agent insights - Optimize opportunity management and pipeline views - Configure Sales Close Agent and interpret actions |
| Qualify and prioritize leads using AI | 15–20% | - Configure Sales Qualification Agent and monitor its performance - Fine-tune predictive scoring model - Configure lead and opportunity experience |
| Optimize AI-driven sales | 20–25% | - Set up conversational intelligence and forecasting - Configure predictive scoring and relationship intelligence - Prepare and deploy AI agents in Sales - Design AI-first sales strategy with Copilot and agents |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Evaluate prerequisites for deploying Sales - Configure mailboxes and business process flows - Configure timeline and data import/export - Examine Sales security model |
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NEW QUESTION # 41
You are configuring Dynamics 365 Sales for a company.
Sales leadership wants to track monthly revenue targets for each seller and evaluate whether targets are achieved.
The configuration must include the following:
Define measurable sales targets.
. Aggregate opportunity revenue.
You need to configure the system so that the sales performance can be measured using defined targets.
What should you configure for each requirement? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Requirement
Configuration
Define measurable sales target
Goal metric
Aggregate opportunity revenue
Rollup column
The correct configuration for defining measurable sales targets is Goal metric . In Dynamics 365 Sales, goals are measured by using goal metrics, which define what is being measured and how performance is calculated.
Microsoft's goal documentation explains that goals help measure progress toward targets such as revenue, while goal metrics and their rollup fields define the values used to calculate performance against those targets.
To aggregate opportunity revenue, use the Rollup column . A goal metric uses rollup fields/columns to calculate actual, in-progress, or custom values. Microsoft specifically describes a money-based goal metric that uses the Opportunity table and the opportunity actual revenue field to track money amounts from opportunities closed as won. This matches the requirement to aggregate opportunity revenue for monthly seller targets. Rollup query is not the best answer because it only adds filtering criteria to an existing goal metric, such as limiting records by owner, territory, or other conditions; it does not define the revenue aggregation itself. Goal hierarchy organizes parent-child goals, and forecasting supports pipeline projections, but neither defines the measurable target calculation or aggregates opportunity revenue for goal achievement.
References/topics: Dynamics 365 Sales goals; goal metrics; rollup columns/fields; opportunity revenue aggregation; seller revenue target tracking.
NEW QUESTION # 42
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be configured.
What two actions on lead records are required? Each correct answer presents part of the solution. Choose two.
Answer: B,D
Explanation:
For Dynamics 365 Sales predictive lead scoring, the model cannot be created unless there is enough historical lead outcome data in the selected training window. Microsoft's predictive lead scoring configuration requirement states that the organization must have at least 40 qualified leads and 40 disqualified leads in the selected training period. The official guidance specifically explains that if the model is trained with leads from the past three months, the organization needs "at least 40 qualified and 40 disqualified leads" created and closed during that period.
In the sandbox, AdventureWorks has 30 qualified leads and 20 disqualified leads. However, 10 of the qualified leads are older than three months, and the business requirement says predictive scoring must be enabled for leads created within the last three months. Therefore, only 20 qualified leads are usable for this model. The sandbox currently has 20 usable qualified leads and 20 disqualified leads. To meet the required threshold of 40 each, the company needs 20 more qualified leads and 20 more disqualified leads . Simply creating 40 new leads is not enough because predictive scoring requires outcome-classified leads, not merely open or newly created records.
References/topics: Configure predictive lead scoring; lead scoring model training data requirements; AI-driven lead prioritization in Dynamics 365 Sales.
Topic 1, AdventureWorks Case StudyBackgroundAdventureWorks
Cycles is a global manufacturer of high-performance bicycles
headquartered in Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks Cycles recently expanded its product catalog to include the athlete package. This package includes a cycle, connected devices and subscription-based analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing Microsoft Dynamics 365 Sales. The leadership team wants sellers to focus on building relationships with distributors and enterprise buyers rather than manually qualifying leads or assembling product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their goal is to implement Al-driven processes that streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most promising opportunities.
Current Environment AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities but lacked predictive intelligence or automated lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in spreadsheets.
Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
* Sellers often spend significant time researching leads that ultimately do not convert.
* Regional managers require in-depth reporting using information from the sales pipeline and seller activities, the point-of-sale solution, website analytics, and the accounting system.
* Multiple product offerings are difficult to manage because components are defined in different systems.
* Team leads require real-time information on active opportunities, as well as visibility of seller ' s appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads records with
30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are over three months old.
Business Requirements: AdventureWorks Cycles has defined the following business requirements for the production environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include economy and premium fittings. When creating opportunities, sellers should be able to select a metal type when adding a mountaineer cycle to an opportunity. The metal types include chrome, aluminum, and titanium.
* Pricing managers must be able to create deals for the same products in their own currencies and at their own prices, without reference to the cost of the product.
* Sellers must be able to quickly view their own opportunities by phase.
* Predictive scoring should be enabled for leads created within the last three months in the sandbox environment. This should provide seller training on the scoring ' s interpretation and usage.
* A segment of leads named Hot is needed that will contain all leads where the source is phone, employee referral or partner. Leads from this segment should be distributed to sellers by using a round robin method.
* Agents should not be able to take action on any data that is created in the production environment before they are started.
* All sellers should be able to access disqualified leads.
Technical Information and Requirements: The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
* A sandbox and a production environment must be created. Both of the environments must be enabled for Al capacity, but usage should be capped on the sandbox environment.
* A trial environment must be created, with the Sales Qualification Agent configured to business requirements.
* Sellers must be assigned the security roles on the production environment only.
* All sellers must be assigned a customized version of the salesperson role. This role should grant read access only to the leads that the sellers own.
* The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues: During early testing, the sales operations team identify the following issues:
* The Sales Qualification Agent has disqualified several leads in the trial environment. The vice president of sales has requested to understand the reason for the disqualified leads.
* Sellers are unable to create agents in the production environment.
* Agent consumption has been unreliable. The company requires that Al capacity is always available to sellers.
NEW QUESTION # 43
Case Study 1 - AdventureWorks
Background
AdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in Seattle. The company sells products through distributors, specialty retailers, and a growing direct- to-consumer online channel. AdventureWorks Cycles recently expanded its product catalog to include the athlete package. This package includes a cycle, connected devices and subscription- based analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing Microsoft Dynamics 365 Sales. The leadership team wants sellers to focus on building relationships with distributors and enterprise buyers rather than manually qualifying leads or assembling product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment.
Their goal is to implement Al-driven processes that streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most promising opportunities.
Current Environment
AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities but lacked predictive intelligence or automated lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in spreadsheets. Information regarding custom relationships, competitor analysis, and region- specific marketing content is stored in a SharePoint site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not convert.
Regional managers require in-depth reporting using information from the sales pipeline and seller activities, the point-of-sale solution, website analytics, and the accounting system.
Multiple product offerings are difficult to manage because components are defined in different systems.
Team leads require real-time information on active opportunities, as well as visibility of seller's appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads records with 30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are over three months old.
Business Requirements:
AdventureWorks Cycles has defined the following business requirements for the production environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include economy and premium fittings. When creating opportunities, sellers should be able to select a metal type when adding a mountaineer cycle to an opportunity. The metal types include chrome, aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own currencies and at their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months in the sandbox environment. This should provide seller training on the scoring's interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the source is phone, employee referral or partner. Leads from this segment should be distributed to sellers by using a round robin method.
Agents should not be able to take action on any data that is created in the production environment before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:
The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the environments must be enabled for Al capacity, but usage should be capped on the sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured to business requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This role should grant read access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues:
During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial environment. The vice president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is always available to sellers.
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be configured.
What two actions on lead records are required? Each correct answer presents part of the solution. Choose two.
Answer: B,D
Explanation:
For Dynamics 365 Sales predictive lead scoring, the model cannot be created unless there is enough historical lead outcome data in the selected training window. Microsoft's predictive lead scoring configuration requirement states that the organization must have at least 40 qualified leads and 40 disqualified leads in the selected training period. The official guidance specifically explains that if the model is trained with leads from the past three months, the organization needs
"at least 40 qualified and 40 disqualified leads" created and closed during that period.
In the sandbox, AdventureWorks has 30 qualified leads and 20 disqualified leads. However, 10 of the qualified leads are older than three months, and the business requirement says predictive scoring must be enabled for leads created within the last three months. Therefore, only 20 qualified leads are usable for this model. The sandbox currently has 20 usable qualified leads and
20 disqualified leads. To meet the required threshold of 40 each, the company needs 20 more qualified leads and 20 more disqualified leads. Simply creating 40 new leads is not enough because predictive scoring requires outcome-classified leads, not merely open or newly created records.
NEW QUESTION # 44
A company generates leads from a webform. Salespeople manage leads by country/region. All salespeople are part of the same Dynamics 365 Sales team.
The sales manager requires the following functionality:
. Automate lead assignments.
. Ensure each seller can never have more than 20 open leads.
You create a country/region attribute for the process. You must simplify the process. You plan to use segments when possible.
You need to create a lead assignment rule for each country/region.
Which configurations should you use? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Requirement
Configuration
Filter leads for assignment
Create a segment to filter the lead source. Add country/region as an additional condition.
Assign the country/region to the correct group
Assign the country/region to sellers with matching attributes.
Distribute leads to salespeople
Use load balancing.
The clean configuration is to create one reusable segment for webform leads, then add the varying country
/region condition inside each country-specific assignment rule. Dynamics 365 Sales assignment rules are built by selecting the eligible segment first, then adding rule conditions to further filter records. Microsoft also recommends splitting conditions between segments and assignment rules to keep rules simpler and more efficient.
For routing to the correct sellers, use sellers with matching attributes . The scenario says salespeople manage leads by country/region and that a country/region attribute has been created. Assignment rules support assigning records to sellers who satisfy matching seller attributes or existing seller record fields, which avoids hardcoding individual sellers and is much easier to maintain as sellers change regions.
For distribution, use load balancing because the requirement is capacity-based: no seller should exceed 20 open leads. Dynamics 365 Sales load balancing distributes records based on seller workload/capacity, and seller capacity is calculated by subtracting active assigned records from the maximum configured capacity.
Round robin is weaker here because it primarily considers assignment order, not workload.
References/topics: Sales accelerator work assignment; segments; lead assignment rules; seller attributes; seller capacity; load balancing.
NEW QUESTION # 45
A seller asks Copilot to prepare for an upcoming customer meeting. The customer has multiple open opportunities, recent emails, and support cases. What should Copilot primarily generate?
Answer: A
NEW QUESTION # 46
......
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