Microsoft Dynamics 365 Customer Experience Analyst : Configure the Sales accelerator record types and security roles

In Dynamics 365 Sales, Sales accelerator record types and security roles work together to ensure sellers have the right access to prioritized work items. Record types such as leads, opportunities, contacts, and accounts are surfaced in the work list based on the sequence configuration and assignment rules. Security roles then determine what each seller can view or act upon—for example, whether a user can see only their own leads or all records assigned to their team. This combination of record types and security roles allows administrators to tailor the sales accelerator so that sellers stay focused on the right records, while maintaining compliance with organizational security and data-access policies.

1. What are Sales Accelerator Record Types?

Record types define which entities (tables) appear in the sales accelerator work list. By default, entities such as Leads, Opportunities, Contacts, and Accounts are supported. However, you can also configure custom tables (for example: "Renewals" or "Service Requests") if your organization uses them in the sales process.

When configuring record types, administrators decide:

Which record types should appear in the seller’s work list.
Which fields (e.g., priority, due date, sequence step) drive the ordering of records.
How sequences (guided selling steps) apply to each record type.

This ensures that sellers always work on the highest-priority records without manually searching or filtering.

2. Role of Security Roles in Sales Accelerator

Security roles ensure that users only see and act on records they are permitted to access, based on your organization’s data security policies.

A seller with basic access might only see leads or opportunities they own.
A sales manager role might see all records owned by their team.
Custom roles can be created to allow visibility to specific tables (e.g., "Inside Sales Rep" can see Leads but not Opportunities).

This prevents unauthorized access while still giving sellers the right records to act upon in the work list.

3. How to Configure Record Types & Security Roles

Step 1 – Enable Record Types:

1. Go to Sales Hub > Sales Insights settings > Sales accelerator > Record types.

2. Add the record types (Lead, Opportunity, Contact, Account, or custom).

3. Define the display fields (like topic, estimated revenue, owner, etc.).

Step 2 – Assign Security Roles:

1. Navigate to Advanced Settings > Security > Security Roles.

2. Grant permissions on entities included in Sales Accelerator (Read, Write, Assign, Append, etc.).

3. Assign these roles to users (e.g., Salesperson, Sales Manager, Custom Role).

Step 3 – Map Record Types with Sequences:

1. Create or edit a sequence.

2. Bind the sequence to a record type (e.g., apply a nurturing sequence to Leads).

3. Ensure users with the correct role can run the sequence.

4. Best Practices

Always align record types with your sales process (e.g., use Leads for prospecting, Opportunities for deal progression).
Use minimal required access when assigning security roles (principle of least privilege).
Create separate roles for frontline sellers vs. managers for better control.
Regularly review which users have access to Sales Insights features, as these consume additional licenses.

In short: Record types define what sellers work on, while security roles define who sees what. When configured together, they make the Sales Accelerator a powerful, secure, and guided workspace for boosting productivity.

Published on: August 30, 2025

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Dynamics 365 CE, Power Apps, Powerapps, Azure, Dataverse, D365,Power Platforms (Power Apps, Power Automate, Virtual Agent and AI Builder), Book Review

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Power Platform , D365 CE & Cloud

Dynamics 365 CE, Power Apps, Powerapps, Azure, Dataverse, D365,Power Platforms (Power Apps, Power Automate, Virtual Agent and AI Builder), Book Review

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Microsoft Dynamics 365 Customer Experience Analyst : Configure the Sales accelerator record types and security roles

We can help you with Microsoft Dynamics 365 Customer Experience Analyst : Configure the Sales accelerator record types and security roles

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