Microsoft Copilot for Sales (CRM): features, pricing, and benefits

Artificial intelligence is revolutionizing the way we conduct our business, and the sales sector is no exception. In this context, Microsoft has introduced an innovative solution that promises to transform the way companies operate. Copilot for Sales, initially unveiled during Microsoft Ignite 2023, represents the evolution of the previous Microsoft Sales Copilot, officially launched in February 2024.

This generative AI tool was presented alongside other role-specific solutions, such as Copilot for support teams and Copilot for Microsoft 365 Dynamics. Since the introduction of the first Copilot solutions dedicated to specific application areas, Microsoft has seen extraordinary results. To date, over 130,000 organizations are using Copilot on the Dynamics 365 and Power platforms.

The data is clear: 70% of users state that it makes them more productive, 73% report completing tasks faster thanks to the tool, and 68% have noticed an improvement in the quality of their work.

Microsoft Copilot for Sales: What is it?

Microsoft Copilot for Sales, previously known as Microsoft Sales Copilot, is a virtual assistant based on artificial intelligence specifically designed to support sales professionals in increasing productivity and closing more deals.

This innovative solution integrates advanced generative artificial intelligence with sales insights from CRM platforms, all within the Microsoft productivity tools already used by teams, such as Outlook, Teams, and Word. Copilot for Sales is an integral part of Microsoft's Copilot offering, which also includes solutions dedicated to support teams and Microsoft 365 Dynamics. However, Copilot for Sales focuses specifically on the needs of sales departments, leveraging the power of generative AI present in tools like PowerPoint, Word, and Excel.

With Copilot for Sales, salespeople can work more efficiently and enhance the customer experience through the automated creation of emails and sales pitches. The virtual assistant also provides valuable insights and suggestions for the next steps to take in the sales process. Another noteworthy feature is its seamless integration with major CRM platforms, such as Microsoft Dynamics 365 Sales and Salesforce Sales Cloud.

Copilot for Sales not only supports individual tasks but also extends its assistance to team meetings. In fact, you can access Copilot during Teams meetings, even utilizing recordings to extract key information, actions to take, and insights.

Additionally, integration with Outlook allows access to calendars, contacts, and the use of writing and email functions. The results are clear: according to recent Microsoft research, 83% of salespeople say that Copilot for Sales helps improve productivity, with an average saving of 90 minutes per week.

Microsoft Copilot for Sales: What licenses are needed?

To fully leverage the potential of Microsoft Copilot for Sales, the appropriate license is required. In this section, we will explore the licensing requirements for Copilot for Sales.

Subscription plan licenses

Microsoft Copilot for Sales is available as a paid add-on license for users who already possess one of the following base licenses:

• Microsoft 365: E3, E5, Business Standard, Business Premium.
• Office 365: E3, E5.

The Copilot for Sales license is available in two different durations:

• Annual: ideal for those who want flexibility and the ability to reassess their licensing needs annually.
  ‍
• Three-Year: offers long-term economic savings and is recommended for companies with medium to long-term investment plans.

An important aspect to highlight is that purchasing a Copilot for Sales license automatically includes the license for Copilot for Microsoft 365. This means that users will have access to both solutions, further enhancing their productivity and sales capabilities.

Distribution channels

The purchasing methods for Copilot for Sales vary depending on the selected subscription period.

• Starting February 1, 2024
  ‍
  • Enterprise Agreement (EA): a licensing program designed for large organizations with large-scale procurement needs.
    ‍
  • Enterprise Subscription Agreement (EAS): a flexible subscription program offering monthly or annual payment options.
    ‍
  • Microsoft Customer Agreement (MCA): a customized contract for companies requiring tailored solutions and dedicated support.
    ‍
  • Direct Purchase via the Microsoft Website: a simple and immediate option for small and medium-sized businesses.
    ‍
• Starting March 1, 2024
  ‍
  • Cloud Solution Provider (CSP): an ideal distribution channel for Microsoft partner resellers who wish to offer Copilot for Sales to their customers.

Copilot for Sales in the education sector

For educational institutions, Microsoft offers a specific version of Copilot for Sales, called Copilot for Sales (Education). This solution is available starting May 1, 2024, through the following channels:

• Enrollment for Education Solutions (EES): a licensing program dedicated to schools and universities.
  ‍
• Microsoft Customer Agreement (MCA): an option for institutions that require customizations or dedicated support.

How to choose the right license

The choice of the most suitable Copilot for Sales license depends on several factors, including:

• The size and structure of the organization: larger companies with complex needs might opt for an EA or EAS program, while SMEs may prefer direct purchase or through a CSP.
  ‍
• The budget: annual licenses offer greater flexibility, while three-year licenses entail lower long-term costs.
  ‍
• Specific industry needs: Copilot for Sales (Education) is designed for educational institutions and offers specific features for this context.

Microsoft Copilot for Sales: What are the benefits?

Call and meeting summaries

One of the key features of Copilot for Sales is its ability to automatically create email and meeting summaries. This function, similar to what is already present in Copilot for Microsoft Teams and Outlook, allows for the generation of professional meeting summaries with a simple click.

Additionally, the system can quickly summarize long email conversations, highlighting actions to be taken and key points. This eliminates the need to manually take notes, thanks to the automatic transcription of meetings that highlights actions to be executed. AI-generated summaries also include conversation and keyword analyses, offering insights into KPIs and competitor mentions, as well as the ability to create tasks directly in the CRM.

Improved productivity of the Sales department

Microsoft Copilot for Sales provides access to generative AI features that simplify sales processes. For example, it is possible to personalize customer interactions using AI-generated insights and recommendations to create email drafts or sales pitches. Additionally, the system supports meeting preparation by automatically creating agendas, retrieving notes from previous meetings, opportunity summaries, and related content from Outlook and Teams.

These summaries can include information about opportunities and accounts, the names and roles of participants, details about pending activities, and conversation highlights. It is also possible to create presentations, data visualizations, and other valuable resources for sales conversations using PowerPoint, Word, and Excel. Finally, Copilot for Sales enables the automation of simple tasks, simplifying data integration and updates between Microsoft 365 apps and CRM platforms.

Sales and performance insights

Copilot for Sales helps improve sales performance through detailed data and insights. AI-generated email summaries in Outlook include CRM information and BANT sales assessments. You can select CRM fields to display in Outlook and Teams and customize their presentation to team members. Additionally, with Power Platform connectors, it is possible to extend Copilot for Sales to include information and data from internal and external resources.

During a sales discussion, Copilot for Sales can offer guidance and coaching to team members, related information, and instant responses to customer questions. You can even analyze conversations in-depth through Dynamics 365 for Sales. Users can leverage Dynamics 365 customer information to access metrics on conversation speed and sentiment analysis overviews. Additionally, the solution will offer data platform and customer journey orchestration features within a single environment. Copilot in Dynamics 365 will enable users to create profile summaries based on collected data, instantly qualifying leads using engagement scores to increase win rates.

Team collaboration

Copilot for Sales not only enhances individual salesperson performance but can also boost collaborative work. Users can use natural language to orchestrate customer journeys through marketing, sales, and journeys, assigning tasks to different team members. In Teams, users can create “Deal Rooms” with Copilot for Sales that automatically sync with files and data from the chosen CRM platform.

Thanks to Microsoft’s partnership with Optimizely, organizations can build customer journeys in collaboration with the assistance of Copilot. In Dynamics 365, Copilot can even help entire teams stay updated on account news. They can ask Copilot to share the latest news about an account, and the system will instantly return a list of articles featuring the account, curated by Bing.

Customized Copilot experience

The new Microsoft Copilot for Sales solutions focused on contact centers for sales and support teams also include robust customization tools. This stems from Microsoft’s introduction of the “Copilot Studio” solution. Copilot Studio allows salespeople and other team members to customize their AI-assisted sales processes across multiple apps. They can design tailored experiences informed by business data, logic, and workflow actions for various scenarios. Copilot Studio enables users to create their own copilots and generative AI apps using low-code visual builders. This solution is included in the Microsoft 365 Copilot subscription.

How to use Microsoft Copilot for Sales

To start leveraging the potential of Microsoft Copilot for Sales, a careful setup and deployment process is required. First, it is essential to assign the correct administrative permissions. A Microsoft 365 administrator must enable the add-on for Outlook and Microsoft 365 apps. To use Copilot for Sales in Teams, a Teams administrator account is required. Once these permissions are obtained, the app can be installed.

Copilot for Sales can be installed as an integrated app across multiple platforms or as a single app for specific platforms. The easiest way to start is by updating licenses and accessibility from the Microsoft 365 Admin Center or Microsoft AppSource.

Next, it is necessary to create configuration policies within the Microsoft Teams admin center to assign the app to users via Teams. Administrators must have the correct permissions to customize CRM systems and connect the Microsoft AI app. For example, if using Salesforce, it is necessary to have the ability to “Manage Data Integrations” or “Edit All Data.”

If instead using Dynamics 365 with system administrator or customizer roles, Copilot for Sales admin privileges should automatically be granted. Microsoft provides detailed guides for deploying Copilot for Sales with both Dynamics 365 and Salesforce. Once the app is installed for users, they should be able to access it automatically using the Copilot icon in Outlook, Teams, and other apps.

It is important to note that the initial setup requires some technical expertise and may take time. However, once completed, Copilot for Sales offers a range of benefits that can significantly improve the productivity and effectiveness of sales teams.

Use cases of Microsoft Copilot for Sales

Task automation

Copilot for Sales is designed to free salespeople from repetitive and time-consuming tasks, allowing them to focus on higher-value activities.

By automating tasks such as creating contacts, updating opportunities, scheduling meetings, and sending follow-ups, Copilot for Sales enables salespeople to optimize their workday. For example, the system can automatically suggest the next steps for an opportunity based on CRM data or create a draft follow-up email after a call, saving valuable time and reducing the risk of errors.

Sales pipeline management

For salespeople, maintaining a clear view of their sales pipeline is crucial. Copilot for Sales offers active support in this regard, providing personalized recommendations and concrete actions.

The system can identify leads with the highest likelihood of conversion, suggest which team to focus efforts on, or indicate which customers to nurture for future opportunities. For example, Copilot might flag a stalled opportunity and suggest specific actions to reactivate it, such as sending a free sample along with organizing a product demo.

Performance improvement

Copilot for Sales is a professional growth tool for salespeople. By providing real-time feedback, coaching, and best practices, the system helps develop salespeople’s skills. For instance, Copilot might suggest a more assertive tone in a follow-up email or offer tips for handling a recurring objection. Additionally, the system can analyze sales performance and identify areas for improvement, providing salespeople with guidance to enhance their skills.

Simplified collaboration

Copilot for Sales facilitates collaboration among sales team members and with customers. Using Microsoft Teams as a central hub for conversations, meetings, and documents, the system promotes effective and shared communication. For example, Copilot can automatically create a summary of a sales meeting, assign tasks to participants, and share it with the entire team. Moreover, the system can suggest internal or external experts to involve in a complex negotiation, facilitating collaboration between different business functions.

Is it safe to use Microsoft Copilot for Sales?

Data security is a fundamental concern for every organization, especially when adopting Microsoft Copilot and similar technologies based on artificial intelligence. In this context, using Microsoft Copilot for Sales may raise questions about the protection of corporate information and customer data. Microsoft is aware of these concerns and has invested significantly in the security and compliance of its Copilot services.

The company states that Copilot for Sales inherits the security, compliance, and privacy policies of the organization in which it is implemented. This means that the same protective measures used for corporate data also apply to data managed by Copilot. Additionally, Microsoft emphasizes its commitment to the responsible development of artificial intelligence.

Copilot models are not trained on an organization’s specific data but share the same security and compliance standards as the Azure ecosystem. This approach aims to ensure data protection and user privacy, offering an additional level of control. As we have seen, Microsoft has introduced Copilot Studio, which allows companies to customize and manage their bots.

With Copilot Studio, organizations can have complete visibility over the bots created and their activities, thereby strengthening security and compliance. Despite these assurances, it is crucial to conduct a thorough assessment of the risks and benefits before implementing Copilot for Sales. Carefully evaluating your security needs, corporate policies, and applicable regulations is essential for making an informed decision.

Microsoft Copilot for Sales pricing: How much does it cost?

The cost of Microsoft Copilot for Sales is structured based on several factors. The starting point is a $50 monthly subscription per user. This price includes both Copilot for Sales and Copilot for Microsoft 365.

However, economic advantages can be obtained depending on the licenses already owned. If a company already has a license for Copilot for Microsoft 365, it can purchase Copilot for Sales at a reduced price of $20 per user per month. In this case, the company essentially pays only for the added value of the sales-specific features.

Another option concerns Dynamics 365 Sales Premium customers. These users can access Microsoft 365 Copilot, including Copilot for Sales, with a surcharge of $30 per user per month. In this case, the company gets a complete set of sales tools integrated with the CRM platform.

It is important to note that Microsoft Copilot for Sales is not available in all countries. To check availability in your area, you need to consult the Microsoft website. Additionally, the solution is offered in various languages, including English, Polish, Greek, Danish, and Swedish, ensuring accessibility to an international audience.

Conclusion

Microsoft Copilot for Sales empowers your sales with AI and integrates with your CRM. Microsoft Copilot for Sales positions itself as a revolutionary tool in the sales world, capable of transforming the way sales teams operate and exponentially increasing their success.

Thanks to artificial intelligence and intelligent automation, Copilot for Sales offers a series of tangible benefits, resulting in increased productivity, a better understanding of customers, more effective communication, faster decision-making, and optimized collaboration.

Not just a tool but a true intelligent ally, Copilot for Sales assists salespeople on their journey to success by automating tasks, analyzing data, and providing valuable suggestions for CRM integration. Another strength of Copilot for Sales is its ability to integrate seamlessly with existing CRM systems.

This allows salespeople to have a complete and unified view of customer data, simplifying workflow and maximizing efficiency. In a constantly evolving market, where competition is increasingly fierce, Microsoft Copilot for Sales represents a strategic investment for companies that want to optimize their sales performance and gain a competitive advantage.

FAQ on Microsoft Copilot for Sales

What is Microsoft Copilot for Sales?

‍Microsoft Copilot for Sales is an AI-powered tool integrated into Microsoft's CRM platform, designed to assist sales teams by providing intelligent insights, automating repetitive tasks, and enhancing decision-making processes.

How does Microsoft Copilot for Sales improve sales efficiency?

‍Microsoft Copilot for Sales improves efficiency by automating routine tasks like data entry, follow-up reminders, and email drafting, allowing sales representatives to focus more on customer interactions and closing deals.

Can Microsoft Copilot for Sales help in customer engagement?

‍Yes, Microsoft Copilot for Sales helps in customer engagement by analyzing customer interactions, suggesting next best actions, and providing personalized communication recommendations to enhance customer relationships.

How does Microsoft Copilot for Sales integrate with existing CRM systems?

‍Microsoft Copilot for Sales seamlessly integrates with Microsoft's CRM systems, leveraging existing customer data to offer real-time insights and automation, without requiring significant changes to the current setup.

What kind of insights does Microsoft Copilot for Sales provide?

‍Microsoft Copilot for Sales provides insights such as sales forecasts, customer behavior trends, and opportunity scoring, enabling sales teams to make informed decisions and prioritize high-potential leads.

Is Microsoft Copilot for Sales customizable for different industries?

‍Yes, Microsoft Copilot for Sales is customizable, allowing it to be tailored to the specific needs of different industries, ensuring that the AI recommendations and automation align with the unique sales processes of various sectors.

How does Microsoft Copilot for Sales assist in decision-making?

‍Microsoft Copilot for Sales assists in decision-making by analyzing vast amounts of data, providing actionable insights, and suggesting strategies that are likely to yield the best results based on historical data and AI predictions.

What role does AI play in Microsoft Copilot for Sales?

‍AI is central to Microsoft Copilot for Sales, enabling features like predictive analytics, natural language processing for communication, and intelligent automation of routine tasks, all aimed at enhancing the sales process.

Can Microsoft Copilot for Sales be used by small businesses?

‍Yes, Microsoft Copilot for Sales is suitable for businesses of all sizes, including small businesses, as it can scale according to the needs of the sales team and offers customizable features that cater to specific business requirements.

How does Microsoft Copilot for Sales ensure data security?

‍Microsoft Copilot for Sales ensures data security by leveraging Microsoft's robust security infrastructure, including encryption, access controls, and compliance with industry standards to protect sensitive customer and sales data.

Does Microsoft Copilot for Sales require extensive training to use?

‍No, Microsoft Copilot for Sales is designed to be user-friendly, with an intuitive interface that minimizes the need for extensive training, allowing sales teams to quickly adapt and start benefiting from the tool.

How does Microsoft Copilot for Sales assist in lead generation?

‍Microsoft Copilot for Sales assists in lead generation by analyzing existing customer data, identifying potential new leads, and providing recommendations on the best approach to convert these leads into sales opportunities.