Most sales leaders don’t care about a long list of software updates. The real test of a release or an update is whether their teams can use it to create reliable forecasts, keep opportunities moving, and close more deals.
The 2025 Wave 2 Release for Microsoft Dynamics 365 Sales (general availability October 1), gains further traction in meeting that test. Microsoft is making Copilot more than just a helpful assistant you call on at random, instead it’s part of a broader move toward agents, autonomous AI workflows that operate in the background while you work.
Let’s take a look at 3 ways Copilot is getting smarter, and 3 new agents that can help sellers and managers be more productive.
Copilot Enhancements & New Features
1. Call Analysis and Coaching Support
What’s Changed: Within Dynamics 365 Sales’ Conversation Intelligence workspace, Copilot now automatically scans recorded or live Teams calls and online meetings. Instead of only transcribing, it identifies activities tied to risk, things like repeated objections to pricing, delays in confirming next steps, or competitor mentions. Managers can see these flagged clips and provide suggested coaching notes directly in the call review tab.
Potential Impact: Managers can stop scrubbing through hours of recordings to find teachable moments. Sellers get feedback when it actually matters during the sales cycle.
- KPIs to Watch: Win rate, coaching effectiveness
2. Pipeline Summaries and Forecast Preparation
What’s Changed: In the Sales pipeline and Forecast pages, Copilot now creates short summaries for each opportunity using CRM data like recent activities, notes, and emails. Before a forecast meeting, sellers can see these summaries in their deal view, while managers get a combined report that highlights changes since the last meeting, such as shifts in deal size, probability of close, or activity levels.
Impact on Sellers: Sellers don’t need to spend hours building slides or writing deal summaries when the CRM information has been prepared in real time. Forecast meetings can be shorter and focused because leaders see an organized view of changes. The result is a reliable forecast that reflects real activity.
- KPIs to Watch: Forecast accuracy, seller prep time
3. Email & Meeting Prep That’s Actually Useful
What’s Changed: In the Outlook and Teams integrations with Dynamics 365 Sales, Copilot now builds email drafts and meeting briefs using CRM data, recent interactions, and even ERP details. Drafts automatically reference the last meeting’s discussion, open tasks, and relevant product information. For meetings, Copilot places a brief directly in the Teams calendar invite, giving sellers a concise customer overview pulled from the opportunity record.
Impact on Sellers: Sellers don’t have to hunt across systems for notes or updates because the right context is already provided. Follow-ups are quicker and more accurate, and meeting prep should take minutes instead of hours. Inversely, buyers get timely, more relevant, and organized communication.
- KPIs to Watch: Seller productivity, cycle time
Proactive Automated Sales Agents
Automated agents are the next step in the evolution of AI in CRM, moving beyond Copilot’s on-demand support. Once configured in Sales Hub by admins or sales managers, these agents run in the background—monitoring opportunities, accounts, and buyer activity without waiting for a prompt. Instead of providing one-off assistance, they take on ongoing tasks that keep deals moving, surface risks earlier, and highlight growth opportunities.
Let’s look at the agents available in Wave 2:
1. Deal Progression Agents
How They Work: In the Sales Hub, a manager or admin sets up the milestones that should be tracked, such as scheduling a demo, sending a proposal, or finalizing a contract. When the flow is configured, the progression agent monitors opportunities against those milestones. If a step lingers too long, sellers and managers are prompted with “next step” suggestions directly in the deal record.
Potential Impact on Sellers: Sellers don’t have to manually track every stage of the deal. They simply act on the system’s nudges, ensuring opportunities don’t stall. Managers reduce time chasing overdue tasks because the system surfaces them automatically.
- KPIs to Watch: Pipeline velocity, deal conversion
2. Risk Detection Agents
How They Work: Pipelines can be configured in the Sales Hub by managers or admins to define conditions that indicate risk. These conditions can be issues like inactivity beyond a set number of days, declining buyer engagement, or missing stakeholders. Once conditions are set, the agent scans opportunities and flags those that meet the risk. Alerts appear on the Sales Hub and on the manager’s forecast dashboard for immediate intervention.
Potential Impact on Sellers: Instead of being surprised by deals that suddenly vanish, sellers and leaders get advance warning, giving them the chance to reengage buyers. Pipelines stay healthier and fewer forecasts are missed.
- KPI to Watch: Stalled pipeline reduction
3. Account Growth Agents
How They Work: Sales managers or admins configure the growth signals the agent should look for; things like product gaps, underused services, or purchase frequency. The agent combines CRM and ERP data to surface recommendations like “This customer buys Product A but not Product B” or “This account is ready for a premium service tier.” These suggestions appear in the account timeline and as prioritized opportunities in the seller’s pipeline view.
Potential Impact on Sellers: Sellers don’t need to hunt for upsell or cross-sell opportunities. Instead, they get targeted recommendations, so expected growth becomes part of daily pipeline management instead of an extra task.
- KPI to Watch: Upsell/cross-sell revenue
What This Means for Sales Leaders
Dynamics 365 Sales is moving from reactive assistance to proactive, systematic support. In the past, Copilot helped when a seller remembered to ask for it. In Wave 2, agents can step in without being prompted.
For sales leaders, that shift has three big implications:
- Revenue predictions become more realistic with forecasts built on real-time summaries and risk detection.
- New sellers ramp faster with agents nudging them through progression steps and reducing their learning curve.
- Fewer deals fall through the cracks with automated risk detection and progression tracking.
Remember: AI in CRM only pays off if sellers actually use it. Tools that feel like extra work tend to get ignored. But the premise behind agents is that they reduce friction instead of adding it.
Let’s Talk
Wave 2 agents address some of the chronic issues in selling: coaching sellers, preparing for meetings, reducing stalled deals, and spotting growth opportunities. At JourneyTeam, we’re helping companies design and deploy agentic Copilot solutions every day. Explore our Copilot Sherpa Program to learn how our unique, guided support is helping customers identify, design, and launch Copilot solutions that deliver business value.
Reach Out To Our AI & Copilot Experts
We’ll help you build a roadmap for scaling AI agents across your organization in a way that provides immediate, measurable business results.
