MB-210 cheat sheet

Business unit hierarchy controls record ownership and visibility: a user sees records owned by their business unit and child business units when the manager hierarchy is used; security roles are assigned per business unit, not globally.

Security role privileges are cumulative: a user with multiple roles or multiple teams receives the union of privileges, and the least restrictive access level (User, Business Unit, Parent: Child Business Unit, Organization) across all sources wins.

Field-level security (Field Security Profiles) overrides table-level privileges; a secured field returns blank in views and is editable only if the profile grants Create/Update on that field.

Column security applies to custom fields and some out-of-box fields; it does not apply to standard fields like Name unless explicitly securable, and it never blocks system administrators.

Sales security model: Salesperson, Sales Manager, and Vice President of Sales roles ship out of box; Sales Manager and above include read access to records owned by subordinates via the Parent: Child Business Unit level.

Record creation and update rules (RCR) route incoming activities (email, social, custom) to queues or owners based on source, subject, or sender; the rule must be activated and its queue assigned before it runs.

Queues hold unassigned work; queue items are picked or routed with queue item rules, and 'Work on' converts a queue item into an activity or record owned by the picking user.

Territories in Sales are hierarchical and can be assigned to sellers; territory membership drives rollup reporting and can be referenced by assignment rules, but does not itself enforce record security.

Lead qualification creates an Account, Contact, and Opportunity based on the existing-contact/existing-account flags; the lead is deactivated with status Qualified, and the originating lead remains linked to the created records.

Disqualify a lead with a status reason (Lost, No Longer Interested, Canceled); disqualified leads remain searchable and can be reactivated, which restores them to Open.

Opportunity close: 'Win' sets state Closed/Won with status reason Won; 'Lose' requires an actual revenue of 0 and a status reason; closed opportunities are read-only except for reopening.

Business process flows (BPF) guide stage progression; stages can be switched forward or backward, each stage can require specific fields, and the BPF entity is separate from the underlying record's status.

Product catalog hierarchy: Product → Price List → Price List Item → Opportunity/Quote/Order/Invoice line. A product must appear on the price list in use to be selectable on a line item.

Quote lifecycle: Draft → Active → Won (creates an Order) → Invoiced (creates an Invoice); revising a quote creates a new revision and locks the prior one, and the quote must be Active to be won.

Write-in products bypass the catalog and allow free-text line items, but they do not carry price list validation; use them only when the item is not cataloged.

Goal management: goals roll up from goal metrics (e.g., Actual Revenue, Count of Opportunities) against a fiscal period and rollup query; rollups run on a schedule, so goal totals lag until the next rollup.

Sales literature and competitor records attach to opportunities; competitors are linked on the opportunity's Competitors subgrid and can be marked as 'won' or 'lost' per opportunity.

Email engagement features (open and attachment tracking) require server-side synchronization configured and the feature enabled in Sales Hub settings; tracked opens appear on the timeline.

Relationship insights (Assistant, email sentiment, relationship health) depend on Exchange or server-side sync and a configured AI model; insights surface in the Relationship Assistant cards on records.

Sales Accelerator sequences: a sequence is attached to a sequence entity (Lead or Opportunity), sequences contain steps with wait conditions, and a seller must be added to a sequence to generate sequence activities.

Sequence steps can send email, create a phone call or task, or wait for a condition (e.g., number of days or a field value); a sequence stops when the target record is closed or the seller exits.

Conversation intelligence (formerly Conversation Intelligence for Sales) ingests Teams or Zoom call recordings, requires the recording feature enabled, and produces transcripts, keywords, and competitor mentions.

LinkedIn Sales Navigator integration requires an administrator to enable the connector and sellers to connect their LinkedIn accounts; CRM records surface in Sales Navigator and saved leads sync back.

Power Automate flows can be triggered from Sales (record created, updated, or a button press); a flow runs under the connection owner's identity, so the owner's security role determines what the flow can read or write.

Dynamics 365 Sales Insights forecasting: forecast configurations define forecast dimensions, periods, and the hierarchy used for rollup; forecasts are read-only projections and do not change opportunity data.

App configuration: the Sales Hub app is a model-driven app; customizations to sitemap, forms, and views are made in the app designer and must be published to take effect.