Boost collaboration in your sales process with Team Selling and Deal revenue's Split—empowering your Zoho CRM for smarter teamwork!

Boost collaboration in your sales process with Team Selling and Deal revenue's Split—empowering your Zoho CRM for smarter teamwork!


AlertThis feature has been released for a majority of users in all DCs. It will be released in a phased manner for the remaining users.

Hello everyone,

As you may all know, closing a deal is rarely a one-person effort. It often involves multiple teams - from pre-sales and marketing to legal and customer success - all working together to close a deal. However, traditional CRM structures only recognized the deal owner, which limited visibility and collaboration for all the other key contributors. Besides, there was no structured way to fairly attribute revenue among all the contributing members as well.

It is to address these challenges that we are excited to introduce Team Selling and Deal Split in the Deals Module. These features make teamwork easier by giving everyone involved access to important deal details while also making sure that their contributions get the credit they deserve.

Let's first look into Team Selling.

Team selling: working together to close deals

Team Selling allows organizations to bring together multiple contributors on a deal, providing them with appropriate access and visibility. Instead of relying solely on the deal owner, teams can now work together efficiently, adding notes, tracking progress, and also sharing important updates within the CRM.

Let's look at how it works for Zylker Inc, a leading SaaS company that specializes in cloud-based software solutions.

So generally, when closing high-value deals, multiple teams are involved, from sales and pre-sales to legal and customer success.

Let’s say the company is working on a huge deal with a large enterprise client. Traditionally, only the sales representative (who is the deal owner) would have access to all deal-related information. However, in reality, closing such a deal would require contributions from multiple teams.

So here’s how Team Selling would help Zylker Inc. streamline collaboration.

Account Executive - A representative of the sales team, the account executive owns the deal and ensures that the deal flows through the blueprint with ease. This also involves tracking the deal's activities and progress.

Pre-Sales Engineer - They provide technical expertise and demonstrate the workings of the product to the client. They help the client customize their CRM system to ensure it meets their needs and solves their problems.

Sales Engineer -They offer insights on integrations with the client’s existing systems and address any concerns that the client may have with regards to technical feasibility.

Marketing Specialist - They share use cases, case studies, and ROI data with the client in order to support the value proposition during discussions.

Legal and Compliance Advisor - They review and negotiate contract terms to meet the client’s compliance requirements.

Customer Success Manager - They ensure the client is confident about onboarding and also of long-term support post-sale.

We've seen the involvement and contribution of numerous teams in the process of closing deals. So how does Team Selling help the company simplify their process?

To start with, the Account Executive sets up the deal in their CRM system. They then configure their preferred team in their personal settings. They assign roles and access levels based on each member's involvement, ensuring that each of them can view and contribute to the process of closing the deal as required.

The Pre-Sales Engineer gathers the client's requirements and shares insights with the team. The Sales Engineer demonstrates technical integrations, while the Marketing Specialist provides the client with material to reinforce the pitch. The Legal Advisor works closely with the client’s legal team in order to address compliance concerns. And as the deal approaches closure, the Customer Success Manager outlines a tailored onboarding plan to instill client confidence.

It is important to note that all team members log their notes, updates, and tasks in the CRM’s deal record. The Account Executive monitors the deal's progress, assigns follow-ups, and ensures everyone is aligned on the next steps.

How to set up Team Selling

  1. Navigate to Settings
    —Go to: Settings > Customization > Modules and Fields > Deal Management.
  2. Configure Team Selling
    —Select the layout.
    —Add team roles such as pre-sales, consultants, or marketers.
    —You can enable the preferred Deal Team option (if required).
    —Save configuration.



3. Configure Preferred Deal Team.
—Go to: Settings > General > Personal Settings.
—Scroll down to Preferred Deal Team.
—Add Members.

Note. You can edit your preferred deal team - including adding or removing a member -or revoke the team altogether.



4. Add Team Members to a Deal.
—Go to the Deals Module.
—Open a deal record and locate the "Deal Team" related list under the stage history.
—Click Add Members, select users, assign roles (as configured earlier), and set access permissions.
—Another option would be to add the Preferred Deal Team (that you had previously created).
—Save your changes.



With these steps, team members can access the deal record based on their assigned roles and permissions.

Next, let us look at the second enhancement - Deal Split.

What is Deal Split?

Here again, the contributions of various team members involved in closing a deal are taken into consideration. Deals Split allows you to allocate the revenue that a company gets from a deal proportionally among team members based on their roles and efforts.

It is important to note here that there are two types of deals splits:

Revenue split: Members who contribute directly to the closure of the deal are included under revenue split. They will have their credits allocated directly based on the deal amount.

For example, the pre-sales engineer would get 10% for converting the cold call to a lead as they are directly contributing to the deal amount.
Note. As the maximum percentage revenue split is 100, the splits of all contributors can add to 100.

Overlay split: Members who have an indirect influence on the deal are included under the overlay split.
Note. Here, their credits can be allocated as a percentage or the split amount itself.

Since they do not contribute to the deal amount directly, their credits do not depend on the deal amount. Hence, the split up can amount up to 1000 per cent.

For example, a consultant who provides research or critical information on the customer. Another example of someone who comes under this category could be a legal team member who helps in drawing up the contract.
Note. As they probably work on fixed charges per hour, the overlay split can be entered as a percentage or an amount.

How to set up Deal Split?

  1. Navigate to Settings
    Go to: Settings > Customization > Modules and Fields > Deal Management.
  2. Toggle on the Deal Split
    Select the type of split you would prefer for your organization.Revenue Split - It must add to a total of 100 per cent.Overlay Split - It can add up to 1000 per cent.
  3. Customize your Deal Team roles with their split percentage.
  4. Save your changes.
  5. Go to the Deals Module.
  6. Open a deal record and locate the "Deal Team" related list.
  7. Click Add Members (to Revenue Split or Overlay Split) and select users, assign roles (as configured earlier), and set access permissions.
  8. Save your changes.

    Note. The existing Deal Team related list records of the above selected layouts will now have the Deal Split records available.
    If either one of the splits is enabled, the existing Deal Team members will be added to the enabled split automatically.
    In case both the splits are enabled, the existing Deal Team members will be included to the Revenue Split. The user can proceed to edit and reassign the members to their required split.
















Why use Team Selling and Deal Split?

  • Improved Collaboration: Ensures seamless teamwork by involving all contributors in a deal.
  • Transparency: Gives team members appropriate access to deal records for better coordination.
  • Fair Recognition: Distributes revenue based on individual contributions, enhancing accountability.

You can now create forecasts based on the splits configured

The introduction of Revenue Split and Overlay Split in Forecast Configuration can help organizations allocate credit fairly among team members who contribute to closing deals.

When a deal’s value is distributed among deal team members using the Revenue Split or Overlay Split, these allocations are automatically reflected in the forecast reports when a split-based forecast is created. By factoring in deal split, organizations get a clearer picture of individual and team contributions and thus can set more realistic targets, track sales team performance, and also distribute incentives effectively.

Since we have already defined the deal split, we can enable it in the configuration of Forecasts.


And then select the type while creating a Forecast.

​

Note.
Only the user with Module Customization can configure the Team Selling settings.
Once configured, the users with Manage Deal Team profile permission can manage Deal Team related list and Preferred Deal Team (under Personal Settings).
Please check our help doc for more information on Team Selling and Deal Split.

Availability:  Enterprise, Ultimate, CRMPlus, and Zoho One Enterprise editions.

    • Recent Topics

    • Introducing an AI-driven CAPTCHA for Help Center that offers improved accessibility and enhanced security | Zoho Desk | Product Update

      Captcha protects your help center from fraud and abuse without creating friction. What is a CAPTCHA? CAPTCHA is a test used in computing to verify that a user is human by requiring them to complete a challenge. It helps prevent bot attacks and reduce

    • Announcing new features in Trident for Windows (v.1.29.4.0)

      Hello Community! Trident for Windows just got better! It’s packed with new features designed to enhance communication, manage important information securely, and give you a smoother, more productive experience. Let’s dive into what’s new! Access Zoho

    • Exporting Ticket Threads/Comments and Attachments in Reports

      Hi, I would like to know is it possible for Ticket Comments and/or Attachments to be displayed in Reports?

    • Product management across integrated apps

      Hi everyone, I’m setting up my business for selling products and integrating CRM, Inventory/Books, Ecommerce, and other apps. Where should I load products for the first time so they reflect across all apps? And for updating prices or adding new products—where

    • Calculate Number of Days Between Two Dates

      Can someone help me with how to create a field using the formula function to calculate the number of dates between a campaign start date and end date? The closest I have gotten is using the "Datecomp" function but it gives you the dates in minutes, rather

    • Zoho Writer Docx files not able to be converted into Google Docs

      Since July 23rd, I've encountered an issue where DOCX files exported from Zoho Writer no longer convert properly into Google Docs when uploaded to Google Drive. My workflow relies on generating merged DOCX documents from Zoho Forms using Zoho Writer templates,

    • Schedule Campaign - Recipients Time Zone

      Something seems to be wrong with the scheduling feature for scheduling campaigns to be deployed at a specific time to the recipients time zone. I scheduled campaigns twice to be sent at the recipients time zone and the campaigns are deploying at the wrong time. When communicating with Zoho support they said to make sure it was scheduled at least 24 hours in advance so we did this with our last campaign and it was still deployed at the wrong time. Anyone else having this issue?

    • Zoho Vault App for Windows

      Hello, is there a Windows app that can be used to access the passwords saved in Zoho Vault? Thank you

    • Zoho Cursor Jumping

      Hi, Zoho Support, We received the below email for a bug when using Zoho on Firefox. Please let us know if there is anything that can be done to solve this issue. Have any other Zoho Mail users reported issues the past few days with Zoho auto-saving drafts

    • tomorrow option within the due date section and drag and drop into calendar

      Firstly, thank you for creating such a well-designed and user-friendly to-do list app. It’s almost perfect for my needs, but I wanted to offer a couple of suggestions that I believe could significantly enhance its usability, particularly for those who

    • low quality videos

      when in puplish videos or reel in social media platforms it pulished in low quality

    • Using Zoho Forms vs Zoho Survey

      Hello - I'm looking for advice on whether to use Zoho Survey or Zoho Forms for our small non-profit. We have a Zoho One subscription, so have access to both. The main use case at the moment is application forms for our professional development programs.

    • Kaizen #200 - Answering Your Questions | Authentication using Zoho CRM Python SDK

      We’re incredibly excited to bring you the 200th post in our Kaizen series! This journey has been as much about listening as it has been about sharing. And today, we’re making both count. Over the past few weeks, we’ve collected your feedback through the

    • Zoho CRM sync

      Just wondering if the plan is for the Zoho CRM implementation to always be just an import and not a sync? At the very least, a one-way sync that kept the data in Tables up-to-date would increase the amount of usecases, but ideally the option to two-way

    • Add serial number in print page list

      How can i add serial number in print page for every entries?

    • Trying to Delete records from Creator not found in CRM

      Hi, In the following script, I am trying to delete records from Creator not found in CRM, but I am getting the error message "Error at line number: 55 Improper Statement Error might be due to missing ';' at end of the line or incomplete expression". Please

    • Can't login to Zoho mail

      I'm logged into Zoho but when I try to go in zoho mail I get: Invalid request! The input passed is invalid or the URL is invoked without valid parameters. Please check your input and try again. I just set up my mx records and stuff with namecheap a few

    • REST API for Branch and Budget

      Hi Team, Can you please guide me with the appropriate rest API documentation for fetching Branch and Budget details?

    • STOP FRAUDULENT TRANSACTION IMMEDIATELY

      I DID NOT AUTHORIZE THIS TRANSACTION OR RENEWAL, STOP IMMEDIATELY CHARGING MY CARD I CAN NOT CONTACT SUPPORT, NO ONE IS AVAILABLE ON CHAT PAYMENT ID RPCW2003260759193

    • Best way to handle a credit card download fiasco

      Hi there, hoping that someone knowledgable with book keeping can give me the answer here. One of my credit cards has been integrated with Zoho books and we have been downloading transactions with no issue. The credit card got compromised and was used

    • When Opening Zoho Mail I always get a Tab with an error (See attached image)

      Everytime I open Zoho mail I get this. It is trying to open a deleted email. I already tried going to Settings > While Starting up Changed that option back and forth but this persists. Its annoying. Other than that I love this. Any help would be appreciated.

    • Pre-Registration - Suggestion

      Suggest to add a Pre-Registration feature for non-scheduled events. Scenario is that we have a training academy and would like to collect pre-registrants prior to an actual scheduled event so we can use this as a basis for demand management and scheduling of new events for those expressing interest.

    • Not all messages showing in folders in iOS mail.app

      I have a bunch of emails filed in various folders. Those folders are showing all of the emails in them on Zoho.com and in the Zoho Mail app on my iPhone and my iPad. They also all show up fine in Mail.app on my Mac. The problem is that certain (not all)

    • Where do the 'Archived' mails go?

      I have hit 'Archive' on quite some mails I still needed, but didn't want in my inbox anymore. I obviously thought 'Archive' is not the same as 'Delete', since they don't even pass the trash folder this way, and right now I was looking for one of those

    • Signature image size changing on replied emails

      Hi, Sometimes I see the size of the image I use as signature changes when I open replied emails. Do you know why is this happening? It doesn't seem to happen when I send emails to Gmail though. Signature should look like in attachment "Signature_normal.jpg"

    • Não consigo enviar emails. "Razão:533"

      Não consigo enviar emails. "Razão: 533 Relaying disallowed. Invalid Domain" aparece e me impede de enviar emails... Como resolver o problema?

    • Error when setting up IMAP access in Gmail

      Hi I set up POP3 access via Gmail for my Zoho-hosted domain email. I just tried to change it to IMAP access, however when inputting the settings I received the following error message from Gmail "Missing +OK response upon connecting to the server: * OK

    • Zoholics Europe 2025: Unlocking the Power of Zoho CRM : A Hands-On Workshop

      Why should you attend? At Zoholics Europe 2025, Zoho’s official user conference, you’ll have the opportunity to connect directly with experts and explore powerful tools that help businesses elevate customer experiences. Be sure to attend one of the most

    • "Wrong password or login" Problem to configure Zoho on MAIL App on my Macbook

      Hi, I'm having problems to configure my e-mail on my MAIL App(Macbook pro). My e-mail is hari@trespontoum.net Actually was working perfectly, and still working on my Iphone. My MAIL App prompt me that my login or password is wrong. I tried to change 3

    • How do I delte a mailbox alias

      Hi everyome, I have created a mailbox alias on one of my accounts, but I can't figure out how to delete it again. When I go into the control panel on my super-admin account and click on user details and the settings for the user, I can see the mailbox

    • Allowing vendors to Upload Purchase Invoices against Purchase Order

      Work Flow: Once Project is executed, We send Purchase order to every Vendors asking them to Share the invoice against the same. Most of the time Vendors Send invoices through Mails but our Finance Team miss to book those Purchase Invoices in Zoho Books.

    • Deluge - forward incoming email with original attachments and content but new subject

      I'm working in ZohoMail with a 10GB paid account. Using a filter and a custom function, I can send a new mail with the original email content and a new subject, but I'm struggling to find how to attach the original attachment to a new mail - or even to

    • Error: "The conversation window has expired." on WhatsApp

      Hello, I would like to know why this error appears in the messages within WhatsApp from the CRM: "The conversation window has expired." The question arises because a potential client sent us a message at 11:00 PM and we are responding the next day at

    • How to Sync Desk KB and Sales IQ KB?

      Hi, we have just started to use Desk and are using the SalesIQ Chat. Ideally I'd like to use the 'FAQ' feature on chat (which uses SalesIQ KB) and also allow our customers to use the self-service KB that comes with Desk. Unfortunately they are two different

    • Need help! Unable to send message; Reason: 554 5.1.8 Email Outgoing Blocked.

      Hi Zoho team My account name is senpai.atelier, it’s been few days I can’t send Emails with the same error messages. I’ve raised the issue to support@zohomail.com that doesn’t respond to my query. I wonder if you may help troubleshooting soon.

    • Zoho arrives to Spam on all Microsoft Accounts (Outlook, Hotmail, Microsoft 365)

      I believe this is a very serious issue. All my email accounts in Zoho arrives straight to SPAM. Thing is, a lot of clients rely on email arriving to Inbox, specially on Microsoft Accounts since it is used a lot both for business and personal email sending.

    • Registeration

      I just added the TXT code. What next?

    • Cannot receive password protected zip files

      Hello, I cannot received a password protected attachments. Also all my members in the same domain has the same problems. Can you please help me? Best regrads

    • ERROR 554 5.1.8 Sender Address Blocked code(554)

      We have an email with Zoho ( comercial@bruiser.com.br), but, when we try associate the account in GMAIL, the server shows this message:  554 5.1.8 Sender Address Blocked code(554) I see this error appear when the limits of returns exceded 10 messages,

    • How do I associate pricebooks to a customer?

      I setup a few pricebooks, that worked fine. But now the only thing I can do with it, when I enter a quote or sales order, I can select which pricebook to use, but I have to do this product by product every time I add one. Is there a way to connect a pricebook

    • Next Page