What should you do?

HOTSPOT

A company is using Dynamics 365 Sales to track their sales pipeline.

Sales managers require their forecasting to include reasons why opportunities were lost, including losses to competitors.

You need to configure the sales process WITHOUT using custom code.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

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Answer:

Explanation:

Requirement: Add the Type of Loss

To track reasons for lost opportunities, including specifics like losses to competitors, you need to provide additional details on why an opportunity was closed as lost.

The Status Reason field can be customized to include specific reasons for the loss. This field is used within the context of the Opportunity entity and allows the addition of options to detail specific loss types.

By modifying the Status Reason option set, you can add various reasons (like "Lost to Competitor") which will appear as options when closing an opportunity as lost.

Reference: Microsoft Documentation – Customize Status Reasons for Opportunities Steps to Modify the Status Reason Option Set:

Go to Settings > Customizations > Customize the System.

Locate the Opportunity entity and open its Fields section.

Find and select the statuscode (Status Reason) field.

Add new options to represent specific loss types and save the changes.

Publish the customization to make the new Status Reason options available for users.

Requirement: Record the Loss for Forecasting

Sales managers need to include lost opportunities and their reasons in forecasting. To ensure that this information is captured accurately, modifying the Opportunity Close form will allow users to specify details when marking an opportunity as closed (won or lost).

By customizing the Opportunity Close form, you can include fields that capture detailed information required for forecasting, such as the type of loss and any competitor information. This ensures that loss details are available for analysis and forecasting without needing custom code.

Reference: Microsoft Documentation – Customize Opportunity Close Experience in Dynamics 365

Steps to Modify the Opportunity Close Form:

In the Sales Hub, navigate to App Settings > Close Opportunity Experience.

Customize the Opportunity Close form to include fields that are relevant to capturing loss information, such as adding fields for competitors or reasons.

Save and publish the form to reflect the changes.

By modifying the Status Reason option set and customizing the Opportunity Close form, you enable the sales team to record detailed reasons for lost opportunities, which will support accurate forecasting and analysis, all without using custom code.