I am about to begin revising for the MB2-717 exam! As I prepare for the exam I plan to create blog posts covering all aspects of my revision, hopefully they will help others preparing for this exam.
MB2-717 is a Microsoft certification connected with Dynamics 365. Specifically it deals with any aspects of the product that could fall under the heading of sales. This might involve progressing leads, analysing sales data or managing your customer relationships. The exam has a focus on functionality so it may appeal to business analysts or functional consultants but anyone who wants to gain a full understanding of Dynamics 365 should consider this exam an important goal.
The MB2-717 certification has replaced the MB2-713 certification. Which was the previous sales exam but based on an earlier version of Microsoft “CRM”. Whilst I expect to find much commonality with the old exam I also expect to find a focus on newer topics such as social engagement and relationship insights. The word “relationship” features 14 times in the skills measured statement, so I am guessing managing our customer relationships will be an important topic in this exam!
As always with Microsoft certifications I advise you to begin your exam preparation by very closely reviewing the skills measured statement. (Shown below.) Why???? ….. Dynamics 365 is a massive product and our goal is to pass the sales exam. So having a deep understanding of what we need to learn will help us avoid “wasting” our valuable preparation time by learning loads of irrelevant cool stuff! Learning how to customize the forms or how to manage service requests are important topics but neither of these are covered in the exam. Meaning, if you want to pass the exam, one key tip I have is stay focused!
I have pass “quite a few” of these Microsoft certifications! I always start my preparation the same way …. I carefully review the skills measured statement highlighting any topics which are new or I know I need to practice. Obviously if you are new to Dynamics 365 you’ll need to revise everything but even the most experienced Dynamics 365 consultants need to prepare. All of the Dynamics 365 certifications are hard and I haven’t met anyone who won’t benefit from some focused revision.
So now is the time for you to review the skills measured and look forward to learning about the sales aspects of Dynamics 365. It is a great product that is fun to learn!
You can find out more about the MB2-717 exam here.
And here are those skills you need to learn ….
Create a Customer Organizational Structure
Manage customer records
- Create and maintain a current customer base organizational structure; identify potential sales opportunities by utilizing core records such as accounts, contacts and customers
Manage the sales process
- Create and maintain sales transactional records; track the sales progression; manage the sales process from lead generation through quote, order, and invoice creation
Manage customer communication
- Create and manage social engagement sources, identify opportunities and generate leads
Manage sales literature and competitors
- Create and maintain a sales literature repository, create an organized methodology for identifying and tracking competitors
Manage Leads and Opportunities
- Identify leads and track them throughout the conversion process, reactivate or delete disqualified leads
Identify and manage opportunities
- Identify opportunities to track throughout the sales workflow, create opportunities with a defined status, create records within the opportunity form, assign opportunities to designated sales staff
Utilize opportunity functionality
- Close and document opportunities as won or lost, use Quick Create to add new information, connect opportunities to other record types, apply connections to a data structure
Manage opportunity relationships
- Analyze lost sales opportunities through resolution activities, utilize multiple opportunity views
Manage Relationship and Sales Analysis
Manage relationship intelligence
- Provision and configure Relationship Insights to integrate with Exchange, create and prioritize actions and tasks, track interactions, manage sales communication
Manage relationship analysis
- Provision and configure relationship intelligence, create actionable and productivity cards by using Relationship Assistant
Integrate email with Dynamics 365 Sales
- Track interactions with a specific email; manage sales relationships through statistical analysis of email activity, untracked emails and performance activities; manage sales relationships with Email Engagement; use engagement analytics and Auto-capture
Manage sales by using sales analysis tools
- Improve sales tracking by using Advanced Find, editable grids and built-in reports; export data to Excel in both static and dynamic processes; export Excel templates
Manage the Sale Process
Manage the business process flow
- Manage the tasks required of each state in the Business Process Flow, create territories and assign them to managers and sales staff, configure currency and exchange rates
Manage Products by using the Product Catalog
- Manage prices lists, discount lists and unit groups; create, maintain and clone products; manage the product lifecycle
Manage price structures
- Create price lists, create discount list models, assign currencies to products
Manage product relationships
- Identify product relationships, differentiate product relationships by family units, customize properties for all products, identify and bundle related products
Manage sales transactional records
- Create price and revenue structures with inclusion of line items, currency rates, exchange rates, and write-in products; manage the quote lifecycle; create and manage quotes, orders, and invoices
Improve Sales Performance
- Create manageable and measurable goals, delineate goals by fiscal periods, specify definitions and goal metric records, analyze individual and organizational progress by creating goal hierarchies, use rollup queries
Manage visual tools with Sales Analysis
- Create documents and templates, integrate charts and dashboards
Manage Customer Information
Operate Dynamics 365 sales functions
- Identify and define the functional areas of Dynamics 365 Sales, model relationships and records in Microsoft Dynamics 365, access Dynamics 365 Sales through various client access methods, utilize the help center
Perform data management
- Create customers and contacts within 365 Sales, enforce customer relationship by using activity types, use views and global searches
Perform lifecycle management
- Utilize leads, convert leads into customers in the lead life cycle, perform opportunity management, manage cases