Team Selling and Deal Split

Team Selling and Deal Split


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.

    • Sticky Posts

    • Nimble enhancements to WhatsApp for Business integration in Zoho CRM: Enjoy context and clarity in business messaging

      Dear Customers, We hope you're well! WhatsApp for business is a renowned business messaging platform that takes your business closer to your customers; it gives your business the power of personalized outreach. Using the WhatsApp for Business integration

    • Presenting ABM for Zoho CRM: Expand and retain your customers with precision

      Picture this scenario: You're a growing SaaS company ready to launch a powerful business suite, and are looking to gain traction and momentum. But as a business with a tight budget, you know acquiring new customers is slow, expensive, and often delivers

    • Enrich your CRM data and keep them updated

      You spend a lot of your time and efforts in generating quality leads for your business. While generating leads is a challenge in itself, the real deal begins when sales reps try to nurture these leads and convert them as customers. So how equipped is your sales team with information about your leads matters a lot.  For example, you might be using webforms to generate leads and collect customer information from your website. The lesser your webform fields are, the more your sign-ups right? From optimizing

    • Canvas templates can now be shared with different CRM organizations

      ----------------------------------------Moderated on 14th February, 2023------------------------------------------- Dear all, This feature is now open for all users in all DCs. To learn more about importing and exporting canvas templates, read our help

    • Sales forecasting now detects anomalies in user performance

      Dear Customers, As you're probably aware, we've been continuously adding improvements to the forecasting feature in Zoho CRM, and we're excited to announce the latest one as part of #CRM25Q1: Anomaly detection in forecasting. Forecast reports are a direct

    Nederlandse Hulpbronnen


      • Recent Topics

      • Zoho Error: This Operation has been restricted. Please contact support-as@zohocorp.com for further details

        Hello There, l tried to verify my domain (florindagoreti.com.br) and its shows this error: This Operation has been restricted. Please contact support-as@zohocorp.com for further details. Screenshot Given Below -  please check what went wrong. Thanks

      • Data Retention Policy Update – Effective May 1, 2025

        Starting May 1, 2025, we’re updating how long we store your landing page data based on your subscription plan. Here’s the new retention timeline: Trial Plan – 3 months Essentials Plan – 6 months Professional Plan – 9 months Enterprise & Bundle Plans –

      • Backup and Restore of Projects

        Hi Guys, my boss asked me "do we store regulary offline Backups of Zoho Projects" and i could only answer "no way". Is there really no way to backup and restore a project manualy? As Projects is the main Product we decided to use Zoho it could be that

      • Tip of the Week #52 – Use keyboard shortcuts!

        Tired of clicking around often? Navigating can feel slow when you’re switching between threads, views, or composing messages, all using just your mouse. Turn on Keyboard Shortcuts to move around your inboxes faster and work smarter. Once enabled, you

      • FSM Job Sheets data to CRM

        Hello, is there anyway of getting the data collected in the job sheets into the CRM. We are collecting inspection data which we were using zoho forms for but the job sheets in fsm seem like a lot better way to collect it but we need to be able to get

      • An update to improve email delivery | Email Authentication & Relay

        Update Rollout For Trial Users (signed up on or after April 8, 2025) If your email-sending domain is not authenticated, all emails will be sent from Zoho Recruit's authenticated domains by default. This update is now live across all data centers. Once

      • Shopify sales orders creating a new account in Zoho

        Hi all, I am having a slight issue with the shopify integration. Whenever a customer purchases from the store, shopify automatically creates a sales order in inventory. The issue is that it creates a new account for the customer's name instead of attaching

      • How do I do a formula to join two fields together like first name and last name into full name?

        Having issues with this in my custom module.  In most CRM systems you would do: FIELD1 & " " & FIELD2 But it gives an error saying I'm not supposed to use double quotations so not sure what that means.  I've tried to read the formula help guide but it's

      • Open a popup window from inside Record A and stay on the record after saving Record B

        Hello community, Perhaps you can help me with the following topic. I have a form A with a decision box. When this decision box is checked, a form B pops up. Once Form B is saved, I need to stay on Form A to continue entering data. I've observed the following

      • Random Email Missing for specific domians

        Our mail service randomly fails to receive emails. When certain domains proactively send emails, our sales team reports that they haven’t received those messages from clients. This creates a financial risk for us in certain cases. We’ve already submitted

      • Payroll in Saudi Arabia

        Zoho is a popular software platform that offers a wide range of business solutions, from customer relationship management to finance and accounting tools. However, one major drawback for businesses operating in Saudi Arabia is the lack of a payroll feature

      • CRM Hack #3: How to update formula functions for already created records.

        Hello everyone! It’s Wednesday and we are back with yet another hack.. I'm sure you've used formula fields to meet some requirements specific to your business. Let's consider an example each for external (customer-facing) and internal facing scenarios

      • CRM x WorkDrive : Intégration native de Zoho CRM avec Zoho WorkDrive

        Nous sommes heureux de vous annoncer le déploiement de l'intégration native de CRM avec WorkDrive ! La version initiale comprend les changements suivants : Il est désormais possible de connecter votre CRM org à un compte WorkDrive existant ou nouveau.

      • Making emails and notes private......

        Having experience using a plethora of CRM's I have noticed that this is one of the pitfalls of Zoho. Many notes and emails we want to add to Zoho we would like to make private or only visible to a set group of people.  The attached image from another CRM displays this feature.  While company policy at some firms could be that all information added to the CRM is public information.  This is a two way street.  Lots of companies have employees that are independent contractors in sales industries like

      • Performance -> Extend Service -> Forms: How to use created form?

        So I have created a new Annual Evaluation form (cloned from the original one) and now I want to use it in an Appaisal cycle. QUESTION: How can I associate the form with the new Appraisal Template? Also, what is the difference between an Appraiser and

      • Display an image in Zoho reports report

        I have a table report in which i'd like to display an image made up of data from another column, something like: <img src="records.photo"> However, when i do that, nothing happens.  How do i pull it off?  

      • Two new updates to simplify your shift planning

        We’ve introduced two small but handy enhancements in Zoho Workerly that aim to reduce steps and give you more flexibility while planning shifts. Here’s what’s new and why it matters: Toggle between weekly and monthly roster views Pain point Planning shifts

      • Android and iOS Feature Updates

        The Zoho Desk mobile app (Android and iOS) provides agents with a platform to serve their customers from anywhere and at anytime. We are happy to introduce a few enhancements in the mobile apps that will support the users to be more productive and streamline

      • Agent form for car showroom

        Hey all! I am trying to make a useful crm form in creator for a car showroom. However, I am struggling with the best way to configure the CRM modules so I can make the form useable. They need to be able to have say a basic top level of is it a drop down

      • How to get the call recording external ID via desk API

        I have enabled phonbridge integration with Zoom Call. I am trying to access the call recording in Zoom by calling Zoom API. I have built a Desk workflow to trigger on a new call, to call a custom function. when calling the API, the response doesn't contain

      • Easy way to create task from call

        In Bigin I would like to have easy way of creating the tast directly from the call. Now after the call I need to enter company record and create task there. There must be some easier and more user friendly way to create new task after the call!

      • Best practice : when to convert lead to Deal

        Hello, I'm new to Zoho and run my own business. To make sure I'm using Zoho correctly, when do I press convert, from Lead to Deal, at what stage in the conversion funnel/conversation. I want to make sure I can a) monitor status of all pending lead or

      • Please don't remove the option to modify tax.

        Hi, I saw that the option to customize tax will be removed. This is VERY PROBLEMATIC for US companies who ship to different states because each zip code in the USA has its own tax rate for a single product. This is an awful idea. Please don't take this away.

      • Company Name Update and Chatbot Customization

        We would like to request your assistance with the following updates to our Zoho system: Company Name Change: we have integrated chatbot on our website. Please help to change our company name from BVK Infrasoft to BVK Group on chatbot the entire system,

      • Cómo guardar datos de subformularios en filas individuales en Zoho Sheet o Google Sheets

        Hola comunidad, Estoy trabajando con un formulario principal en Zoho CRM llamado Clientes, el cual incluye un subformulario llamado Productos (máximo 3 productos por cliente). En el formulario principal tengo los siguientes campos: Cliente Teléfono Correo

      • Como puedo mover un prospecto "Cliente" de modulo

        Tengo un modulo llamado Seguimiento de Ventaa y otro llamado Cierre de Venta. Que cuando se marca como venta efectiva o venta no efectiva, pase a Cierre de Venta, Esto sin duplicarlo "Que esten en ambos modulos" ,Como esta en una base de datos "Excel"

      • Se puede mover un Cliente de un modulo a otro personalizado

        Hola, tengo una duda que me gustaría resolver: Actualmente trabajo con dos módulos: Seguimiento de Venta y Cierre de Ventas . Mi objetivo es que, cuando desde el módulo de Seguimiento se marca una venta como "Venta Efectiva" , el cliente sea movido al

      • Changing Color Theme of Guided Conversations

        Hello, We have recently added Guided Conversations to one of our websites, but I am wondering if there is a way to customize the color scheme so it matches the appearance of the website? Thank you in advance!

      • need a third party to fix email authentication dns records

        at my wit's end - zoho began giving me spf, dmarc, dkim errors two weeks ago fussed with it since and now it seems dkim is the only problem and when i added the dkim record with the key from zoho mail it still wont work tired of this, need someone who

      • Master account and move under member account How do I do it?

        I have a master account with a customer on which the customer has 4 sales points located in different places around them that I would like to add to my Master account under the member account but I can't figure out how to add them since they are currently

      • Zoho Flow - Create CRM Meeting - Expected input type is jsonobject

        I'm trying to use the Create Module Entry action in Zoho Flow to create a meeting in Zoho CRM. The participant field is throwing an error during debugging: "Zoho CRM says "Invalid input for invalid data. The expected input type is jsonobject." I've tried

      • Canvas Flex Box containers should not require a width/height.

        Flexbox containers are often used as organizational concepts, to ease re-flow on mobile etc. - I cannot use % for flexbox W or H - I cannot omit W or H This means that the content cannot dictate, and a Flexbox container cannot be used merely as an organizational

      • Canvas responsive preview in different browser window causes re-authentication/verification

        I'm trying to design a view in Canvas. I am testing in a tab with a desktop view, and another tab (on my same desktop/IP) with a responsive view of an iphone. Every time I refresh, it boots me out of the previously used tab. If I forget to refresh the

      • Workdrive Android - how can I open a file in its native app?

        Hi, I'm testing Workdrive as a replacement for Onedrive. On a laptop/Windows this works fine. It syncs between devices and when I open a file, it opens the file in its native app. However, the Workdrive Android app seems to work differently. On a Android

      • Impossible de créer une adresse e-mail : licence déjà utilisée mais aucun utilisateur visible

        Bonjour, Je suis abonné à Zoho Mail Lite avec 1 utilisateur (abonnement actif), mais je ne peux pas créer mon adresse pro contact@joasavon.com . Le système indique « Limite maximale de licence utilisateur atteinte », alors que je n'ai qu'un seul utilisateur

      • Zoho SDK versioning and repositories need permanent naming/versioning changes moving forward

        I spent all day on this, a simple problem. Add a note to a lead, retrieve the notes from the lead. Finding samples and documentation is VERY difficult BECAUSE the versioning is totally non-standard. The php SDK doesn't follow SemVer. I suppose it may

      • Call transcrition working for ringcentral?

        I don't see anything about what telephony providers can be used. The Zoho support person A said that RingCentral isn't supported. Zoho support person B said that it works, just make sure the call recording link works. Excellent instructions here: Call

      • This domain is not allowed to add. Please contact support-as@zohocorp.com for further details

        I am trying to setup the free version of Zoho Mail. When I tried to add my domain, theselfreunion.com I got the error message that is the subject of this Topic. I've read your other community forum topics, and this is NOT a free domain. So what is the

      • Filter by technical IDs that should not be displayed

        Hello Zoho and Cumminity. I know I have already found similar requests elsewhere, but have not yet received a solution from Zoho. Therefore I would like to refresh the topic and hope that a solution can be found. I have reports in the Creator, which I

      • is it possible to add more than one Whatsapp Phone Number to be integrated to Zoho CRM?

        so I have successfully added one Whatsapp number like this from this User Interface it seems I can't add a new Whatsapp Number. I need to add a new Whatsapp Number so I can control the lead assignment if a chat sent to Whatsapp Phone Number 1 then assign

      • Next Page