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We need to talk about......D365 Sales......The Sales Accelerator

The Sales Accelerator is part of Dynamics 365 Sales first party app and requires a Sales Insights add-on license on top of your Dynamics 365 Sales License.

The main benefit the Sales Accelerator gives users is the ability to “accelerate” through a list of Leads or Opportunities. Therefore is best placed where a high number of either record type requires a manual sense check/review.

The Initial Setup

Upon navigating to ‘Sales Insights Settings’ in the Sales Hub app there is a new ‘Sales Accelerator’ section with three items we can access below it. The first item is ‘Setup’ and this is where the setup takes place. I have to say the screen looks a lot cleaner this way. The other thing that I like is that you can add sample data to the system and remove it at any time.

Define Team Access

In the ‘Define team access’ section you have the ability to choose which security roles, and therefore which users for which the Sales Accelerator will be available. This allows an element of governance and structure to the application so that it can be presented to only Sales Managers and not other users of the Sales Hub.

Content and Layout

Under ‘Choose content and layout’ admins can choose which tables with related activities can be accessed through the Sales Accelerator and which form will be used for each entity. Until the current release wave of changes made by Microsoft only opportunities and/or leads could be selected but now we have the ability to add other tables by clicking the ‘+Add record type’ button. You will have the ability to choose from the following tables:



KB Articles






Campaign Activities




Create Sales Sequences

Sequences are essentially a sales cadence of activities or engagements that can be automated for use within your solution. Each step represents an activity or task that needs to be done, such as an email that needs to be sent, or a call that needs to be made.

In the sequence we can configure which type of activity needs to be completed, and the time in between one activity and the next. The ability to build in conditions before we trigger any automation is critical to the success of a Sales Sequence. For example, we do not want to email a Lead who has specified Phone Call as their preferred method of contact.


Segments are a completely new to the Sales Accelerator and before segments were introduced it was necessary to build an automation to connect Leads to a sequence or we had to do it manually. With the use of segments this can now be fully automated all within the configuration.

When you click on ‘Segments’ on the left side of the screen you’ll be taken to the segments page.. If you installed the sales accelerator sample data, you’ll notice that two sample segments have been installed as part of the sample data. In order to create a segment, you’ll need to click on ‘Segments’ on the left side under ‘Sales Accelerator’. You’ll have to enter a name and a description for the segment and you’ll need to pick the record type.

Connect segment to a sequence

In order to add the segment to a sequence you’ll need to open an existing sequence. Click on the ‘Connected Leads’ tab in the sequence. You’ll notice a button that reads ‘+Connect Segments’. When the button is clicked you can add one or more segments to the sequence.

If you need to remove a segment from a sequence, you can simply check the box that will appear when you hover your mouse on the left side of the segment and click ‘disconnect’. Disconnecting a segment from a sequence will not remove the segment members that were connected to the sequence through the segment.

Hope you all enjoyed this post on the Release Wave 2 plans for 2021 for D365 for Sales Accel Accelerator. Take Care, Speak Soon!

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