What is Dynamics 365 for Sales?

Core functionality, intended business audience, implementation process, and pricing

The global impact on business in the midst of an evolving pandemic is still being realized. But one aspect that is obvious from almost every perspective is the virtualization of business operations. In-person standards for daily undertakings such as sales meetings have essentially disappeared, leaving a heavier burden on technology. With all of these online activities generating ever-increasing amounts of data, companies are now faced not only with the task of constructing a centralized solution that manages the customer experience, but that also provides a single source of truth augmented with predictive analytics so the data they’re generating is actually put to thoughtful use. This is why Microsoft Dynamics 365 CRM (otherwise known as CE) is increasing in demand.

The app Microsoft Dynamics 365 for Sales is essentially a high-powered Customer Relationship Management (CRM) platform, specializing in sales pipeline management and full transparency into relationship activities. It provides configurable automation, enforces business rules, and guides users through company best practices as they perform regular duties. With Microsoft 365 (formerly Office 365) integration, Dynamics 365 for Sales surfaces all communications, appointments, and tasks that are both scheduled and occurred. It also provides rich relational data, such as hierarchies and defined connections to give users a 360-degree picture of how and why their companies interact.

It’s important to note that Dynamics 365 for Sales is one of the many ERP, CRM, and additional apps found in Dynamics 365. The Sales app mentioned in this article is the latest evolution of what was once called Microsoft Dynamics CRM. Dynamics 365 for Sales works with its fellow applications like Dynamics 365 for Customer Service or Dynamics 365 for Field Service to provide more comprehensive solutions that span multiple departments. And add-ons like AI and Mixed Reality applications increase its power in a multitude of directions. The key to the “mix-and-match” approach of the Dynamics 365 apps and their adjoining solutions is that they all sit on top of the Microsoft Dataverse (formerly known as the Common Data Service). This allows Dynamics 365 for Sales to speak and share the same data language with every other solution in the Dynamics 365 suite.


Dynamics 365 for Sales stands out in its use of the communication platforms and business tools in Microsoft 365. The Dynamics 365 app for Microsoft Outlook makes handling conversations and reminders against the sales pipeline easy, and all from within Dynamics 365 if preferred. It innately employs applications like Microsoft Word and Microsoft Excel across the system. And SharePoint stores and displays documents within the context of a record in Dynamics 365 for Sales. All of which amount to it being the easiest CRM solution to adopt and manage.

Aside from smoothly integrating into the most basic tools your users already work with, Dynamics 365 for Sales exceeds in other areas as well:

  • Understanding where leads come from and their success rates
  • All activities and tracking of the sales pipeline
  • Creating prioritization in presales processes
  • Creating efficiency, uniformity, and flexibility in your sales processes
  • Collaborative selling and internal information sharing
  • Understanding win/loss causalities
  • Sharing marketing and sales collateral in a completely transparent way
  • Understanding and pivoting against all of a customer’s interactions with your business
  • Managing inventory based on historical sales data
  • Creating prognostic, interactive reports with live data

Is It Right for You?

Dynamics 365 for Sales is powerfully flexible which is one of the main reasons it’s an industry leader. But that also means that it works best for companies who have a strong sense of their own methodologies and their overall goals. Companies with a clear vision and who intend to operate according to agile best practices will benefit from the scope of its abilities combined with configurable automation and business rules. And since it connects not only with Microsoft 365, but also other complimentary solutions in the Microsoft Dynamics 365 suite, companies who have a solid hold on their technological operations and planning will benefit from its market-leading administrative and solution building tools. These features keep the overall cost of ownership lower than its competitors while offering advanced capabilities.


Companies don’t need to have every detail of their operations and technology defined before seeking an implementation. This is part of the reason that certified Microsoft partners are necessary to ensure they realize a return on their investment (ROI) as soon as possible. With its flexibility and power comes complex possibilities. It’s important to engage with a Dynamics 365 for Sales solution specialist who can help you navigate through them and create a sophisticated yet simple solution that increases user adoption and is capable of being self-managed.

There are many stages to a typical implementation, all of which are designed to use the system’s foundations in ways that make most sense for the company, then to build upward using best practices. It’s also vital to quick and effective user adoption, which is the key component to implementation success. The bright side is that if these stages are correctly employed and governed, the subsequent solution is one that can perpetually guide a company’s success. That’s why it’s critical to engage a partner with a proven approach, like Encore’s established project implementation and governance methodology:



Another benefit of the Dynamics 365 solutions—including Dynamics 365 for Sales—is the flexible licensing models. This chart gives a high-level overview, but it takes the expertise of a licensing specialist to optimize the right licensing mix that best fits a company’s needs without paying for what they don’t need. It’s important to note that what is not listed here is the license seat types which include the type ‘Team Member’ which allows read-only access to data in and generated by the system and is available at a lesser price.


Find the Perfect Sales Solution

As a Microsoft gold competency Partner, we can help you not only identify the right licensing and system formation, but we can also help you construct a technological plan that allows you to manage and enhance your system yourself after it’s installed. We are committed to creating lasting sales solutions while ensuring that our clients understand how to help themselves and increase their ROI. Contact us today to speak with one of our Dynamics 365 experts and find out what it will actually take to bring the power of Microsoft’s business solutions to your company to accelerate your future.

Download this eGuide where we walk you through the most important elements of planning activities. Discover the long term benefits of planning, how to build the right implementation team and how to ensure a successful adoption. Download the eGuide.

How Do You Prep for a CRM Implementation?

Is your company implementing a CRM solution? Consider these 11 points as early in the process as possible.

Get eGuide

How Do You Prep for a CRM Implementation?

Get eGuide