How to Use Dashboards in Dynamics 365 Sales to Stay Ahead of Your Targets

If you're using Dynamics 365 Sales every day, you've probably become familiar with entering activities, managing leads, and tracking opportunities. But one of the most underutilized tools in the platform is also one of the most powerful, the dashboard.

Dashboards in Dynamics 365 Sales are more than just a collection of charts and numbers. They are real-time control panels that can help you stay ahead of your sales targets, identify bottlenecks, and make smarter decisions faster. In this blog, we'll explore what dashboards can do for you as a sales rep or manager, and how to customize them to get the most out of your day.

What Is a Dashboard in Dynamics 365 Sales?

A dashboard in Dynamics 365 Sales is a customizable workspace that pulls together data from across the system and displays it visually using charts, lists, and KPIs. It gives you a high-level view of your pipeline, open opportunities, recent activities, and much more.

Depending on your role, you can use dashboards to:

• Monitor your sales progress in real-time
• Identify which leads and opportunities need attention
• Compare your performance against team averages or goals
• Track email engagement and customer communication

Microsoft includes a few out-of-the-box dashboards for roles like sales managers and sales representatives, but the real power comes from creating or tweaking dashboards to suit your specific goals.

Why Dashboards Matter for Day-to-Day Sales Work

If you're juggling multiple deals and trying to hit quota, it's easy to lose focus. Dashboards act like a sales command center, surfacing what matters most so you can prioritize your day.

Instead of digging through views or reports, a dashboard gives you answers at a glance:

• Which deals are stuck in the pipeline?
• Who hasn't responded to your last follow-up?
• How many calls or emails did you send this week?
• Are you on track to meet your monthly sales goal?

By checking your dashboard at the beginning of each day, you can quickly make a game plan and stay laser-focused.

Customizing Your Dashboard for Maximum Impact

Even though Microsoft provides default dashboards, you don't have to settle for generic layouts. You can easily create personal dashboards tailored to your workflow using the "New Dashboard" option in Dynamics 365.

Here are a few best practices when customizing your dashboard:

1. Use a Mix of Charts and Lists

A visual chart is great for trend spotting, while lists help you take immediate action. For example, include a bar chart showing open opportunities by estimated revenue, alongside a list of overdue tasks.

2. Highlight Key Metrics

Use the KPI (Key Performance Indicator) visual to track quota attainment or win rates. This can be your personal scoreboard, giving you a clear sense of how close you are to hitting your goals.

3. Focus on Actionable Data

It's tempting to include everything, but too much data creates noise. Choose visuals that help you take action, such as leads created this week, emails that haven't been opened, or upcoming meetings.

4. Filter for What Matters

Use filters and system views to display only your records. For example, show "My Opportunities Closing This Month" instead of "All Open Opportunities."

Using Dashboards to Collaborate with Your Team

Dashboards aren't just for solo use—they're also great for team collaboration. Sales managers can use them in one-on-one coaching sessions to discuss progress, identify trends, or uncover roadblocks.

Some useful dashboard ideas for managers include:

• Pipeline by rep and stage
• Monthly activities completed by each team member
• Win/loss analysis by product or territory

Managers can also create system dashboards that are shared across the team to maintain alignment and accountability.

Common Mistakes to Avoid

If dashboards aren't helping you make better decisions, it's often because they're cluttered, outdated, or not aligned to your goals. Here are a few things to watch out for:

• Too many visuals: Limit yourself to 5–8 tiles per dashboard to avoid information overload.
• Data not updating: Ensure your views and filters are set up to refresh automatically.
• Ignoring historical trends: Include month-over-month or year-over-year visuals to spot larger patterns.

Bonus Tip: Mobile Dashboards

Did you know that Dynamics 365 dashboards are mobile-friendly? Whether you're in the field or heading into a client meeting, you can access your dashboards from the Dynamics 365 mobile app. This gives you the same data visibility on the go, no need to fire up your laptop.

The Bottom Line

Dashboards in Dynamics 365 Sales aren't just a reporting tool, they're your daily compass. With a few simple customizations, you can transform your dashboard into a real-time sales assistant that helps you prioritize your pipeline, track your progress, and crush your targets.

If you're not sure where to start or need help building dashboards that truly drive performance, we can help.

Get in Touch with WebSan Solutions

At WebSan Solutions, we specialize in helping Dynamics 365 Sales users unlock the full potential of their CRM. Whether you need help customizing dashboards, integrating AI insights, or setting up sales automation, we've got you covered.

Contact us today to learn how we can optimize your Dynamics 365 Sales experience.