A practical sales-focused program covering Copilot Chat, Search, Prompt Engineering, Personalization, Notebooks, Pages, Scheduled Prompts, Agents, Researcher, Analyst and Copilot across Word, Excel, PowerPoint, Outlook and Teams.

Program Overview

This program is designed specifically for Sales, Business Development, Account Management, Key Account, Inside Sales, Sales Operations and commercial teams. It moves participants beyond basic AI prompting and focuses on practical sales workflows supported by Microsoft 365 Copilot.

Participants learn how to use Copilot to research prospects and markets, prepare customer communication, analyse sales data, create proposals and presentations, prepare for meetings, summarize customer interactions and develop repeatable AI-assisted sales workflows.

Typical Duration

Customizable – typically delivered as a 1–3 day corporate program depending on the team’s skill level, Copilot environment, business requirements and depth of sales use cases.

Target Audience

Sales Managers, Business Development Managers, Sales Executives, Account Managers, Key Account Managers, Sales Operations teams, Inside Sales teams, Commercial teams, Customer Success professionals and sales leaders.

Prerequisites

Participants should have basic familiarity with Microsoft 365 applications and their normal sales workflows. Basic Excel knowledge is recommended. No programming knowledge is required

Customization & Enterprise Considerations

The curriculum is intentionally designed as a general framework for Sales teams. The final workshop can be customized for Business Development, Key Accounts, Inside Sales, Sales Operations, Commercial teams, Customer Success or sales leadership.

Examples, exercises and case studies can be built around the organization’s approved sales data, product information, customer processes and workflows. Feature availability may vary according to Microsoft 365 licensing, administrator settings, security policies, tenant configuration and rollout status. The final program should therefore be aligned with the capabilities enabled in the participating organization’s environment

Key Learning Outcomes

• • Use Microsoft 365 Copilot effectively for day-to-day sales productivity
  • Write precise, context-rich sales prompts
  • Use Search and Chat appropriately
  • Personalize Copilot for sales-related work
  • Use Notebooks and Pages for account and opportunity work
  • Create and schedule reusable prompts for recurring sales activities
  • Understand and build sales-oriented agents where enabled
  • Use Researcher for prospect, market and competitor research
  • Use Analyst for data-driven sales analysis
  • Accelerate Excel-based sales analysis and reporting
  • Create customer-ready Word documents and PowerPoint presentations
  • Improve sales communication through Outlook and Teams
  • Prepare more effectively for customer meetings
  • Build repeatable AI-assisted sales workflows
  • Identify practical opportunities to adopt Copilot within the sales function

Training Approach

• Sales-specific, practical and business-oriented delivery
• Hands-on exercises using realistic sales scenarios
• Use of sample sales datasets, customer documents and business cases
• Prompt engineering exercises based on actual sales tasks
• Practical Researcher and Analyst exercises
• Agent-building exercises where the organization’s environment permits
• Customer communication and proposal exercises
• Account planning and sales reporting exercises
• Customization based on participant roles, sales process and business priorities

Module 1: Microsoft 365 Copilot for Sales – Getting Started

• Understanding the role of Copilot in modern sales and business development
• Understanding Copilot Chat and Copilot within Microsoft 365 applications
• Understanding Web, Work and organizational context
• Identifying sales tasks that are suitable for AI assistance
• Understanding where salesperson judgment and customer knowledge remain essential
• Responsible use of customer and commercially sensitive information
• Understanding license, administrator and organizational configuration dependencies

Module 2: Search vs Chat for Sales

• Using Copilot Search to find customer, prospect and sales-related files, emails, meetings and organizational information
• Finding proposals, presentations, account documents, product information and previous communications
• Using filters and relevant search context
• Using Copilot Chat to interpret, summarize and work with sales information
• Search vs Chat: finding information vs working with information
• Referencing files and other available content in prompts
• Moving from Search to Chat, Researcher or Analyst when appropriate
• Sales examples: finding the latest proposal, locating account information and preparing a quick customer briefing

Module 3: Prompt Engineering for Sales

• Designing effective sales prompts
• Goal, Context, Action and Output framework
• Adding customer, industry and opportunity context
• Specifying audience, buyer persona and communication objective
• Creating prompts for prospect research, email drafting, proposals and meeting preparation
• Requesting concise executive summaries, tables, comparisons and action lists
• Good vs poor sales prompts
• Iterative prompting and improving AI-generated outputs
• Building a reusable sales prompt library

Module 4: Personalization for Sales Professionals

• Understanding Copilot personalization
• Defining preferred communication style
• Setting context for the sales role
• Creating consistent customer-facing communication
• Setting preferred tone for prospecting, follow-ups and management communication
• Improving recurring sales tasks
• Understanding memory and personalization considerations
• Creating a personal Copilot working style for sales

Module 5: Copilot Notebooks for Sales

• Understanding Copilot Notebooks
• Creating a customer, account or opportunity-focused Notebook
• Adding proposals, product documents, meeting notes and relevant sources
• Organizing information around a customer or sales opportunity
• Questioning Notebook content
• Summarizing multiple customer and sales documents
• Extracting customer requirements, objections, commitments and next steps
• Using Researcher with Notebook content where available
• Turning research into structured sales outputs
• Sales examples: strategic account planning, proposal preparation, RFP response and customer research

Module 6: Copilot Pages for Sales

• Creating persistent Copilot Pages
• Turning sales analysis into a structured Page
• Creating account plans
• Building opportunity briefs
• Creating customer meeting preparation documents
• Preparing action plans and follow-up plans
• Refining content with Copilot
• Sharing Pages with sales colleagues
• Collaborating on account and opportunity information
• Using Pages for sales planning, customer strategy and opportunity reviews

Module 7: Saving & Scheduling Prompts for Sales

• Identifying repetitive sales tasks
• Creating reusable prompts
• Building recurring sales prompts
• Scheduling supported Copilot prompts
• Creating prompts for weekly and monthly sales activities
• Examples: weekly pipeline review, account updates and recurring sales summaries
• Creating recurring market or account information requests where appropriate
• Reviewing, editing and managing scheduled prompts
• Designing repeatable AI-assisted sales workflows

Module 8: Sales Agents – Understanding the Concept

• Understanding AI agents in a sales environment
• Copilot vs Agent
• When a sales team should use an agent
• Understanding pre-built Microsoft agents
• Understanding custom sales agents
• Agent instructions, knowledge and sources
• Establishing boundaries for customer and sales-related agents
• Examples: Sales Proposal Assistant, Account Planning Assistant, Product Information Assistant and RFP Assistant

Module 9: Creating & Managing Sales Agents

• Identifying a repeatable sales workflow suitable for an agent
• Defining the agent’s role and purpose
• Writing instructions for a sales agent
• Defining required sources and knowledge
• Creating consistent output formats
• Testing and refining the agent
• Handling unsupported or ambiguous requests
• Sharing the agent with appropriate users where enabled
• Governance considerations for customer and commercially sensitive information
• Example: Proposal Assistant that creates a structured first draft from approved product and customer information

Module 10: Researcher for Sales

• Understanding Researcher and when to use it
• Researcher vs standard Copilot Chat
• Conducting structured prospect and market research
• Researching companies, industries, markets and business trends
• Researching prospective customers and competitors
• Combining relevant web and permitted organizational information
• Comparing sources and synthesizing findings
• Reviewing citations and source quality
• Creating structured research reports
• Turning research into customer or account strategies
• Sales examples: prospect research, competitor analysis, industry research, market opportunity research and account intelligence

Module 11: Analyst for Sales Data

• Understanding Analyst and its role in sales analysis
• Analyst vs Copilot in Excel
• Working with supported sales datasets
• Preparing analytical questions
• Sales trend analysis
• Pipeline analysis
• Target vs Actual analysis
• Period-over-period sales comparison
• Identifying outliers and unusual movements
• Analysing products, regions, territories and sales representatives
• Identifying high-value and underperforming accounts
• Creating tables and visualizations
• Generating management-oriented sales insights
• Validating AI-generated analysis before business decisions

Module 12: Copilot in Excel for Sales

• Using Copilot with sales datasets
• Understanding and generating formulas
• Explaining complex formulas
• Summarizing sales tables
• Analysing sales trends and patterns
• Identifying anomalies and exceptions
• Target vs Actual analysis
• Sales by region, product, customer and salesperson
• Pipeline and opportunity analysis
• Conversion and performance analysis
• Customer and account analysis
• Preparing data for sales management reporting
• Using Copilot to accelerate recurring Excel-based sales analysis

Module 13: Copilot in Word for Sales

• Drafting sales proposals and business documents
• Creating customer briefs
• Summarizing RFP and requirement documents
• Rewriting content for customers and senior stakeholders
• Creating executive summaries
• Converting detailed information into concise sales language
• Preparing proposals and statements of work
• Extracting customer requirements, risks and actions
• Creating professional customer-facing communication

Module 14: Copilot in PowerPoint for Sales

• Creating presentations from sales and business content
• Building sales presentations
• Creating customer presentation structures
• Converting proposals and documents into presentation format
• Creating executive-level sales summaries
• Preparing account review presentations
• Creating sales performance presentations
• Preparing product and solution presentations
• Refining slide content for customers and senior stakeholders

Module 15: Copilot in Outlook for Sales

• Drafting prospecting emails
• Creating personalized follow-up emails
• Summarizing long customer email threads
• Preparing responses to customer queries
• Changing tone for prospects, customers, partners or management
• Extracting actions and commitments from customer emails
• Preparing follow-up communication
• Drafting requests for information
• Preparing meeting invitations and follow-ups
• Handling recurring customer communication more efficiently

Module 16: Copilot in Teams for Sales

• Preparing for customer and internal sales meetings
• Understanding meeting context
• Summarizing customer discussions
• Identifying customer requirements, objections and commitments
• Extracting decisions and action items
• Asking questions about meeting discussions
• Preparing post-meeting summaries
• Converting meeting outcomes into structured opportunity actions
• Using meeting information to support ongoing account workflows

Module 17: Integrated Sales AI Workflows

• Researcher → Prospect Brief → Customer Presentation
• Researcher → Account Research → Account Plan
• Analyst → Excel Sales Analysis → Management Commentary
• Excel Sales Analysis → Word Report → PowerPoint Presentation
• Customer Meeting → Summary → Actions → Account Page
• Proposal Agent → Draft Proposal → Review → Presentation
• Agent → Recurring Task → Scheduled Prompt
• Designing end-to-end AI-assisted sales workflows

 

Sales Case Studies

The program is designed around realistic sales and business development scenarios. The actual case studies can be selected according to the organization’s sales model, industry, products, customer segments and business priorities.

1. Prospect Research & Sales Preparation: Use Researcher to build a structured prospect briefing covering company background, industry, business priorities, competitors and relevant talking points before a sales meeting.
2. Account Planning: Create a structured account plan covering customer priorities, stakeholders, opportunities, risks, current relationships and next actions.
3. Sales Pipeline & Performance Analysis: Use Analyst or Excel to analyse pipeline, targets, actual sales, conversion, region, product and salesperson performance, then prepare a management summary.
4. Customer Proposal / RFP Response: Use approved customer and product information to structure requirements, prepare a proposal draft and create a presentation for the customer.
5. Customer Meeting Follow-up: Use Teams and Outlook to summarize discussions, extract customer requirements, identify commitments and prepare personalized follow-up communication.
6. Sales Enablement Agent: Create an agent concept that helps salespeople find approved product information, prepare responses and structure customer-facing content using defined sources.

For a corporate workshop, approximately three case studies can be selected and customized to the team’s actual responsibilities, sales process and available data.