Add stakeholders, sales team, and competitors for the opportunity

  • Article

When you're working on an opportunity, you'll be interacting with several people, both internally and externally. These people are broadly categorized as stakeholders, sales team, and competitors. Capturing information about the people that you're working with on the opportunity helps your leadership team understand how the opportunity is shaping up and where you need help.

License and role requirements

Requirement type You must have
License Dynamics 365 Sales Premium, Dynamics 365 Sales Enterprise, or Sales Professional
More information: Dynamics 365 Sales pricing
Security roles Any primary sales role, such as salesperson or sales manager
More information: Primary sales roles

Add stakeholders and decision makers for the opportunity

A stakeholder can be a decision maker or any person who's working with you on the opportunity from the customer's end, such as a champion, end user, economic buyer, influencer, or technical buyer.

To add stakeholders:

  1. In the Sales Hub site map, select Opportunities.

  2. Open the opportunity.

  3. In the Summary tab, go to the Stakeholders section.

    Note

    If you'd selected a person in the Contact field of the opportunity, that contact is automatically added to the Stakeholders section.

  4. Select More commands for Connection and then Select New Connection.

  5. In the Lookup Records pane, browse and select a Contact, and then select Add.

    Note

    The New Connection button is supported only for the out-of-box Stakeholders and Sales Team views on the Opportunity entity. If you're using custom views, the New Connection button doesn't appear on the sub-grid. In such cases, navigate to the Connection Associated view for the record and use the Connect button to create a new connection. More information: How are stakeholders and sales team members tracked for opportunities?

    The selected contact is added as a stakeholder.

  6. To convert a stakeholder to any other stakeholder category (for example, decision maker), select the stakeholder record and then select Edit.

  7. In the As this role field, remove Stakeholder and select a role that best fits the contact. For example, select Decision Maker if the contact is a decision maker for the opportunity.

  8. Go back to the opportunity and verify that the stakeholder's role is updated.

Add sales team for the opportunity

If multiple users and teams from your organization are working on an opportunity, add them as the Sales team for the opportunity. After you add them, the sales team members will be able to see the opportunity in their Opportunities I am a member of view.

To add the sales team:

  1. In the Sales Hub site map, select Opportunities.

  2. Open the opportunity.

  3. In the Summary tab, scroll down to the Sales team section.

  4. Select More commands for Connection and then select New Connection.

  5. In the Lookup Records pane, browse and select Users, and then select Add.

    Note

    If you don't see the New connection button, navigate to the Connection Associated view for the record and use the Connect button to create a new connection. More information: How are stakeholders and sales team members tracked for opportunities?

Add competitors for the opportunity

Add the organizations that are competing with you for the opportunity as competitors for the opportunity.

Note

The competitors entity is not supported for Sales Professional license.

To add competitors:

  1. In the Sales Hub site map, select Opportunities.

  2. Open the opportunity.

  3. In the Summary tab, scroll down to the Competitors section.

  4. Select More commands for Competitor and then select Add Existing Competitor.

  5. In the Lookup Records pane, browse and select Competitors, and then select Add.

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