We need to talk about... Dynamics 365 Sales... Sales Qualification Agents

Next in my blog, I wanted to talk about a new feature which is part of the recent release wave for 2025. The Sales Qualification Agent within Dynamics 365 Sales.

What is the Sales Qualification Agent?

The Sales Qualification Agent is best described as a smart digital assistant for your sales team. It uses artificial intelligence, data from your CRM, and your own Ideal Customer Profile (ICP) to automatically research and qualify leads. Instead of manually sorting through a long list of contacts, your sales team gets a filtered, prioritised set of opportunities that are most likely to convert.

How to use it?

The Sales Qualification Agent offers two main modes, depending on how "human-assisted" you want the process to be. The two modes at the time of writing this piece are

• Research Only Mode

• Research & Engage Mode

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In Research-only Mode, the agent reviews each lead and scores it against your Ideal Customer Profile. It gathers details and prepares suggested email drafts, which your sales team then review and decides whether to send. This is a true "human-assisted" mode that is perfect for teams that want to leverage AI assistance but still keep final control in human hands.

The Research & Engage Mode does the same as the Research Agent, but with a little more automation. This agent not only researches the lead but also reaches out directly with personalised introduction emails. It monitors any emails sent back and will engage in early conversations. In these early engagements, it applies the proven BANT framework

• Budget

• Authority

• Need

• Timeline

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to determine whether a lead is truly qualified or not. Leads that don’t fit are automatically disqualified, while the strong ones are passed directly to sellers. This mode offers a more autonomous agent with less human assistance. This is more suited to teams that have to process a large number of leads, i.e. post an event or marketing campaign where there can be an influx of leads at one time.

How to configure it?

To configure the Sales Agents, we access the App Settings with the Sales Hub and we are presented with the Dynamics 365 AI Hub. From here, we can find out basic information about the two Agents available to us

• Sales Qualification Agent - Identifies and qualifies leads with timely, high-impact outreach to accelerate sales growth. Engages the right prospects at the right time to speed up the pipeline.

• Opportunity Research Agent - Analyses opportunities to highlight risks, buyer readiness, and gaps, helping sellers focus on best value opps.

From this point, we will configure the Sales Qualification Agent, but both agents are configured in the same way.

Once we have allocated some Copilot Studio capacity we ran through the rest of the prerequisites our Research Agent will be accessible from within the Sales Hub site navigation

If we then select "summarise the sales team records"

Once the agent has compiled the information it was able to source from within Dynamics 365 Sales an overview screen similar to the below is displayed

We can now drill down into each aspect of the Agents output. From Sales Execution and Progress information, to major deals and pipeline opportunities, as well looking at actual v target information and closed pipeline.

The agent can also accept natural language to further query the information at our disposal

In the above example, we are using natural language to compare a year on year performance across a customer base

And to take this a level deeper the agent can also be queried in terms of what opportunities, customers, products or industries should be an area of focus in order to hit sales targets

What's next?

There is also a fully autonomous version of the Sales Qualification Agent being rolled out. This means that sales teams, if desired, will be able to rely on the AI to handle the initial stage of the qualification process for them, from research to engagement onto qualification. Watch this space, as it does start to to tip the scale away from human-assisted agents to fully automonous agents.

Final Thoughts

In many organisations, sellers can spend more time qualifying leads than actually selling. The Dynamics 365 Sales Qualification Agent is looking to change that y combining AI-driven research, intelligence, and qualification methods in order to give sellers a head start and ensures they can focus their attention where it matters most.

Hope you all enjoyed this post on the new Sales Qualification Agents in Dynamics 365 Sales. Take Care, Speak Soon!