This blog outlines the five most valuable customizations that empower sales teams to work faster and smarter within Microsoft Dynamics 365. From streamlined workflows to tailored dashboards, learn what makes the biggest impact.

Sales teams live in their CRM—and if it’s not tailored to how they sell, it slows them down.

That’s where Dynamics 365 customizations shine. Instead of cramming your team into out-of-the-box templates, you can shape the system around your unique processes, buyer journey, and KPIs.

“The best CRM isn’t the one with the most features. It’s the one that fits your sales motion like a glove.” — Leena Chopra, CRM Strategist (in Segoe UI font)

In this blog, we’ll walk through:

• Five customizations that every modern sales team can benefit from
• Why each one matters for speed, visibility, and deal conversion
• How to implement them without turning your CRM into a Frankenstein

Whether you’re starting fresh or refining your CRM, this guide will show you how to make Dynamics 365 truly yours.

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Here are the top 5 customizations you should prioritize in Dynamics 365 for Sales:

1. Customized Sales Process Flows

Why it matters:

• Every business has a different pipeline
• Reps need clear stages and guidance to move deals forward

What to do:

• Modify the Business Process Flow (BPF) to reflect your actual stages: Inquiry → Qualification → Demo → Proposal → Close
• Add fields and branching logic specific to your sales motion
• Include stage-specific tasks or approval gates

Impact:

• 🚀 Speeds up onboarding for new reps
• 🎯 Standardizes pipeline movement and forecasting
• 📈 Ensures key info is captured before progressing

2. Tailored Lead and Opportunity Forms

Why it matters:

• Generic forms waste time and overwhelm users
• Salespeople want fewer clicks and only the fields that matter

What to do:

• Use Power Apps form customization to streamline forms
• Create role-based forms for SDRs vs AEs vs Sales Ops
• Use business rules to show/hide fields dynamically

Impact:

• ⏱ Reduces data entry time
• 🤖 Improves data accuracy
• 👥 Boosts adoption across sales roles

3. Sales Dashboards with Actionable Insights

Why it matters:

• Reps and managers shouldn’t have to hunt for insights
• A well-built dashboard saves hours in reporting

What to do:

• Build custom dashboards using Power BI or CRM views
• Include visuals like pipeline by stage, deal velocity, win/loss rates
• Add leaderboards, task summaries, and funnel visualizations

Impact:

• 🔍 Helps reps focus on hot deals
• 📊 Gives sales managers real-time forecasting
• 📥 Reduces manual Excel reports by up to 90%

4. Email and Activity Automation

Why it matters:

• Follow-ups get missed, reminders get buried, and reps lose deals they shouldn’t

What to do:

• Set up automated reminders for follow-ups, quotes, contract renewals
• Use workflow automation or Power Automate to create tasks from email opens or missed meetings
• Auto-tag accounts with inactivity alerts

Impact:

• 💬 Increases follow-up consistency
• 🔁 Prevents lead leakage
• ⚙️ Saves reps from juggling their calendar manually

5. Integration with Microsoft Teams and Outlook

Why it matters:

• Sales teams already live in Outlook and Teams
• Switching between tools kills productivity

What to do:

• Enable Outlook and Teams integration in D365
• Track emails and meetings directly from inbox
• Link deals to Teams channels for better collaboration

Impact:

• 💼 Keeps communication logged in CRM
• 👥 Enables better cross-functional collaboration
• 🧠 Gives managers visibility without pinging reps

What the Data Says

• ⏱️ Sales teams using custom dashboards in D365 save 8+ hours/month on reporting
• 🧠 Customized workflows lead to 2x faster onboarding
• 🔁 Teams with email automation follow up 62% more consistently
• 📧 Sales reps using D365 + Outlook integration improve lead conversion by 24%
• 💻 Custom forms reduce abandoned records by 40%

Proso: Customize D365 the Smart Way

Customizing D365 isn’t just about coding—it’s about designing for outcomes.

That’s where Proso helps.

Proso connects you with:

• Certified Dynamics 365 developers and Power Platform architects
• CRM strategists who map process to functionality
• Dashboard and reporting builders (Power BI & D365 native)
• Automation engineers to streamline tasks, triggers, and workflows
• User adoption pros to train and support your sales team

Example: A SaaS company used Proso to redesign their D365 sales forms and workflows. The result? 2x faster quote generation and 93% CRM usage rate—up from 51%.

Another case: A B2B services firm implemented Proso-built dashboards and email automation, leading to 18% more meetings booked and a shorter sales cycle by 5 days.

“We didn’t need more features—we needed better flow. Proso nailed it.” — VP Sales, Cloud Services Company

Whether you're customizing your first form or untangling years of duct tape, Proso gives you experts who know what works—and what to skip.

Get matched with a D365 expert now →

Conclusion & Future Outlook

Customizing Dynamics 365 for Sales isn’t about making it complex. It’s about making it fit how your team actually works.

The top customizations—process flows, smart forms, dashboards, automation, and integrations—help sales teams:

• Sell faster
• Waste less time
• Forecast more accurately
• Collaborate better

And the future of D365 customization? Even smarter.

• 🧠 AI-suggested fields and sequences
• 🛠️ Low-code bots to guide reps through deals
• 🧩 Composable apps within the CRM for proposals, signatures, and more
• 🔄 Adaptive layouts based on deal type or rep preferences
• 📲 Mobile-first CRM customization for field sales

Your next move:

✅ Audit your current forms, flows, and reports—what’s working?
✅ Talk to your reps—where are they slowing down or dropping off?
✅ Use Proso to bring in experts who’ve customized D365 for sales teams like yours
✅ Roll out changes in phases with feedback loops

This blog will be updated with new customization tactics, tools, and case studies from real D365 users.

Because sales teams don’t need more fields—they need more focus.

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