Dynamics 365 Sales : What’s New – March 2023
Here’s our run down of Microsoft’s wave 1 updates to Dynamics 365 Sales. They’re set to be released between April & September 2023
New Opportunity pipeline view
Generally Available April 2023
Get an broad and intuitive view of your pipeline
- Now easier to see which deals need prompt attention
- You can personalise views to suit your workflow
- Add notes and tasks from the view
- See top level metrics
More details on Manage opportunities more effectively using the new pipeline view
Phone conversation intelligence now available for all phone systems
Public preview July 2023, general availability TBC
Previously, sales conversation intelligence was only available for Microsoft Teams. If you use a third-party telephony provider, you’ll now be able to access valuable sales intelligence such as:
- Real-time conversation intelligence
- Business insights
- Post-call reporting
- Coaching tools
More details on Get insights for calls made through third-party softphones from Dynamics 365
AI sales suggestions in Up Next widget
General availability April 2023
The Up Next widget shows any activities which need to be completed for a lead. This release includes AI suggestions, including
- Help in composing emails.
- Automatic follow-up tasks.
- Suggestion on product recommendations.
- Upsell and cross sell suggestions
More details on Guide sellers to favourable sales outcomes with next best step
Inbox style worklist
General availability April 2023
A new prioritised worklist increases sellers customer responsiveness and make switching between records much faster.
Only available to Dynamics 365 Sales Premium users
For details see Work efficiently with enhanced Sales accelerator worklist items
Send and Receive Sales SMSs
General availability May 2023
Users can now
- Get customer responses from sent SMSs.
- Send and receive SMS from all relevant Dynamics 365 Sales entity forms.
- Get real-time notifications for incoming SMS.
Get AI tips and suggestions while on a voice call
General availability Sept 2023
Get suggestions on product and service details, competitive battle cards, brand info, pricing, and more, while you are on a sales call.
See what Microsoft say about the Dynamics wave 1 updates
View all the release Wave 1 2023 details from Microsoft
From https://learn.microsoft.com/en-us/dynamics365/release-plan/2023wave1/sales/dynamics365-sales/planned-features
Revenue intelligence
Define and manage your top line like a pro with revenue intelligence.
| Feature | Enabled for | Public preview | Early access* | General availability |
|---|---|---|---|---|
| Get basic relationship insights out-of-the-box | Users, automatically | – | Jan 2023 | Apr 2023 |
| Manage opportunities more effectively using the new pipeline view | Users, automatically | – |  Feb 6, 2023 | Apr 2023 |
| Configure forecasts for multiple business units | Admins, makers, marketers, or analysts, automatically | – | – | Apr 2023 |
| Adjust forecast values for drill-down entities | Admins, makers, marketers, or analysts, automatically | – | – | Jun 2023 |
| Improve forecast accuracy with yearly and weekly forecasts | Admins, makers, marketers, or analysts, automatically | – | – | Sep 2023 |
Sales engagement
New sales engagement capabilities help sellers stay efficient and successful.
| Feature | Enabled for | Public preview | Early access* | General availability |
|---|---|---|---|---|
| Get insights for calls made through third-party softphones from Dynamics 365 | Users by admins, makers, or analysts | Jul 2023 | – | – |
| Improve lead qualification with intent detection | Users by admins, makers, or analysts | Sep 2023 | – | – |
| Guide sellers to favorable sales outcomes with next best step | Users, automatically | – | Feb 6, 2023 | Apr 2023 |
| Work efficiently with enhanced Sales accelerator worklist items | Users, automatically | – | Feb 6, 2023 | Apr 2023 |
| Prioritize engagement for any sales entity by working in focus mode | Users, automatically | – | Feb 6, 2023 | Apr 2023 |
| Engage with your Customers using SMS conversation | Users by admins, makers, or analysts | Apr 2023 | – | May 2023 |
| More effective customer engagement with sequence preview | Admins, makers, marketers, or analysts, automatically | – | – | May 2023 |
| Streamline sequence creation process with your own templates | Admins, makers, marketers, or analysts, automatically | – | – | Jun 2023 |
| Leverage manager dashboards to coach sellers | Users by admins, makers, or analysts | Apr 2023 | – | Sep 2023 |
| Get tips and suggestions while on a call with customer | Users by admins, makers, or analysts | Jul 2023 | – | Sep 2023 |
| Capture crucial details of a sales call | Users by admins, makers, or analysts | Aug 2023 | – | Sep 2023 |
| Redact sensitive personal data from customer calls | Users by admins, makers, or analysts | Feb 7, 2023 | – | Sep 2023 |
| Efficient account-centric selling with multiple sequences for a record | Admins, makers, marketers, or analysts, automatically | Aug 2023 | – | To be announced |
Sales execution and sales force automation
Sales execution includes tools and processes that help sellers engage with a prospective customer from the early stage of awareness to closing a sale.
| Feature | Enabled for | Public preview | Early access* | General availability |
|---|---|---|---|---|
| Provide intelligent suggestions to improve seller effectiveness | Users by admins, makers, or analysts | May 2023 | – | – |
| Visualize key stakeholders and take action with the smart organization chart | Users by admins, makers, or analysts | Jun 2023 | – | – |
| Automate the creation of follow-up tasks | Users by admins, makers, or analysts | Jul 2023 | – | – |
| Identify cross-sell and upsell opportunities with timely product recommendations | Users by admins, makers, or analysts | Aug 2023 | – | – |
| Get improved user experience with new and enhanced opportunity form | Users, automatically | – | Feb 6, 2023 | Apr 2023 |
| Stay on top of routing issues with harmonized monitoring | Admins, makers, marketers, or analysts, automatically | – | – | May 2023 |
| Automatically assign multiple sequences to a record | Admins, makers, marketers, or analysts, automatically | Jul 2023 | – | Aug 2023 |
| Use statistics to improve assignment rule effectiveness | Admins, makers, marketers, or analysts, automatically | Jul 2023 | – | Aug 2023 |