New Sales Reports in Dynamics 365 Sales

There are a couple of new reports available in Dynamics 365 Sales which I wanted to share with you. The first report has several KPI’s and charts related to sequences in the Sales Accelerator. This report is part of 2021 Release Wave 1 and is currently in preview. It’s scheduled to be generally available later this month. The second report that is available is called ‘Sales usage reports’ which just popped up in my instance the other day. In this article I will discuss both reports, including how to enable them in your environment. I wills start with Sequence Reporting which is currently in preview.

Preview: Sequence Reporting

If your organization is using the Sales Accelerator then this if definitely a feature you will be interested in! I am not sure how I missed this report, but I noticed it today so I figured this would be a good time to write an article about it. This is actually a very nice reporting tool, as it’s embedded in the Dynamics 365 Sales Hub and utilizes PowerBI. It’s important to understand that the data in the report is not live, it is being refreshed every 24 hours. But before you can view the report, you’ll need to enable the report first. You can do this by navigating to the ‘Sales Insight settings’ area from within the Sales Hub model-driven app. From there you’ll need to click on ‘Setup’ below the Sales Accelerator. If you scroll all the way down on the main page, you’ll notice ‘Sales Acceleration Reporting(preview)’ on the bottom of the page. When you expand this section you’ll see the ability to turn on the Sales Accelerator reports. Keep in mind that it can take up to 24 hours for the report to be fully provisioned in your environment.

If your org has the new Setup page for the Sales Accelerator, you will need to click on ‘Workspace’ and you’ll see below ‘Recommended next steps’ a link that reads: ‘Enable for reporting’. When you click this link you’re able to click ‘Sequence Reporting’ on the left side of the screen that pops open and set the toggle from disabled to enabled.

Out of the box any users that have the Sales Manager and/or Sequence Manager rols assigned to their user record in Dynamics 365 Sales can view the Sequence Report in Dynamics 365 Sales. You could also add this to additional security roles, or create a new security role with just access to the sales acceleration reports table in Dynamics 365.

In order to view the report you’ll need to navigate back to the Sales area in the model-driven app. You’ll notice a new section called ‘Sales Analytics’ with a site map item called ‘Sales Acceleration Reports’. The report is divided up in Charts, KPI’s and on the top of the page you’ll notice several filters that can be used to slice the data. The filters available are:

• Date: Timeframe
• Entity type: This represents the tables you can filter on
• Sequence Name: You can include one or more sequences to report on
• Sequence Owner: You can also filter on the owner(s) of sequences
• Seller: These are sales users in your organization
• Territory: These represent sales territories

Below the filters you’ll notice several KPI’s:

• Lead conversion rate: This KPI represents the percentage of leads (connected to a sequence) which qualified and converted into an opportunity
• Average time for lead conversion: This is the average amount of days it takes a lead (connected to a sequence) to qualify into an opportunity
• Average time for sequence completion: This is the average amount of days it takes for a sequence to be completed (when connected to a record)
• Average time for opportunity conversion: This is the average amount of days it takes an opportunity (connected to a sequence) to be closed as won

Below the metrics you’ll notice several charts in the report. These reports give us a very good insight in the sequences that are used in the Sales Accelerator. The first chart is called ‘Sequence Success Rate’ and shows exactly that. It also show a success percentage next to each sequence, which represents the percentage of records that have been converted. When you click on any of the items in the chart you’ll notice the other charts and KPI’s in the report will update and only show you the data related to the sequence you clicked on.

The ‘Associated Leads and Opportunities with sequences’ gives you a pretty good visual of related lead or opportunity records. On this chart we can see the records that were completed, connected or disconnected from per sequence. The ‘Sequence status’ chart is similar, but this chart is not showing the data per sequence, this is more of an overall view across all sequences. The ‘Sequence Steps’ chart is also an interesting one, showing us a breakdown of steps that were added to the sequences, we can view the percentages and actual count of the different step types, while the ‘Sequence steps by status’ shows us the number and percentage of steps and their status.
Lastly, the ‘Email engagement’ chart is showing email related data, but keep in mind this is only showing email engagement for emails that are linked to sequences through email steps.

Sales Usage Reports

Just like the Sequence report, the Sales usage report is also something that needs to be turned on before you can view the actual report. You can enable this report by navigating to ‘App Settings’ in the Sales Hub in Dynamics 365 Sales. You’ll notice the ‘Sales usage reports’ item below General Settings on the sitemap.

Once the report has provisioned, you can access the report from the ‘Sales’ area below ‘Sales Analytics’. This report is also a PowerBI embedded report, and you’ll notice there two tabs on the top of the report:

• Opportunity Usage Reporting
• Lead Usage Reporting

The opportunity usage report also has several filters we can use:

• Date: This filter allows you to select a timeframe
• User: This filter allow you to select on one or multiple application users
• Manager: This filter allows you to select a manager
• Business Unit: This filter allows you to filter on one or more specific business units
• Role: Not sure what this is referring so, as I didn’t have any options to choose from

You’ll also notice some KPI’s on top of this report, showing the number of leads qualified, the lead conversion ratio and the average times it takes for a lead to be converted to an opportunity.
The first 2 charts on the report show the number of leads over time and their status. I assume this is based on the creation date of the lead. The lead status chart shows the number of total leads and their status, broken out by percentages as well. Below those charts you’ll notice the ‘Top users for most leads created’, which is showing the users and the number of leads that were created by them. And lastly the ‘Top users for most leads qualified’ shows the number of qualified leads and the user who qualified the leads. My guess is that these charts will probably show the top 5 or top 10 users.

All and all some pretty nice new reports! Personally I really like the sequence report as this gives sales managers more insights of which sequences are working and which are not. I hope you found this article informative! Be sure to check in again next week for a new article or subscribe here to never miss another post!