From Chaos to Clarity: Transforming Lead Management with Sales Accelerator
Managing leads effectively is one of the most critical — and often the most chaotic — aspects of the sales process. Without a clear system, sellers can spend more time deciding what to do next than actually selling. Sales Accelerator is a feature in Dynamics 365 Sales that streamlines and guides a seller’s daily workflow by combining AI-driven prioritization with actionable insights. It’s part of the Sales Premium and Sales Insights offerings and is designed to help sellers focus on the next best action, rather than manually scanning through leads and opportunities.
My Work List
The backbone of the Sales Accelerator is the work list. The work list acts like a real-time to-do list that’s always up to date. It helps sellers stay organized, move faster, and ensure no opportunity is missed. This dynamic work list is prioritized and ranked using AI and business logic. It can include leads, opportunities, and contacts. It can be managed and configured by a system administrator in the Sales Insights settings area of the Sales Hub app.
What’s powering the work list behind the scenes? Sequences. These are guided selling paths that drive the whole experience.
Sequences
The next thing you may notice in the Sales app is the sequence set up on each record. This is a guided set of actions and activities to help sellers understand how to best approach their customers. In some areas, this may also be referred to as the “up next” widget.
Each step in the sequence generates a work item in the sales accelerator work list for the seller to whom it’s assigned.
There are sequences that come out of the box with Dynamics Sales, but they can also be completely customized to meet your organization’s needs.
Final Thoughts
Sales Accelerator doesn’t just organize leads; it transforms how your team engages with them. Ready to get started? You can enable Sales Accelerator via the Sales Insights settings in Dynamics 365 Sales Premium or Enterprise. From there, define sequences, set up your prioritization logic, and start turning seller confusion into confident action.
