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

    • Force Users to Ask Answer Bot a question... First

      End users will always skip talking to a bot. It would be nice if Zoho adopted the standard and forced users to first ask a question to answer bot (or zia in some fashion) and then pass to the agent if it wasn't answered. Options to force the user to speak

    • View Answer Bot conversations?

      We are trialing Zia and are experimenting with Answer Bot on our knowledge base. So far so good! Management asks me if it is possible to view Answer Bot conversations, the purpose being to look over its shoulder and confirm that it is working as des

    • Mass Email an Account

      It would be nice to mass email an account stating there is an outage at their business or something specific to an account is needed to be mass communicated. Even if it makes a ticket for every Email Out to every contact in the Account. Think: the customer

    • Multiple Topics assigned to a single Campaign

      Hello, is it possible to assign multiple Topics to a single Campaign? We frequently write a content to our subscribers that spans multiple Topics and we would like to send it to all Contacts that are subscribed to at least one of the Topics. But it looks

    • Zoho Projects Fonts and Accessibility missing

      I cannot find any more the tab where I can change the font in Zoho Project. I also checked the knowledgebase and there they have accessibility tab which I am completely missing. Is there some setup I am missing or is it a problem with our account?

    • Zoho Books Custom Widgets Deprecation Error

      I created a simple sample widget with zet and published it using sigma Both in the Sandbox and Production the Widgets are showing this error

    • Problems with PDF files in notebook

      I'm evaluating Zoho Notebook as an alternative to Evernote and imported my Evernote account to Zoho Notebook. First issue is that notes in Evernote that comprise a PDF are turned into a 'group' with a single note page (that has the text from the Evernote

    • API (v3) Tasks sorting issue

      We are using the v3 API for Projects. When we gat all tasks, per page of 100 tasks, we get the task info alright. But when we try to sort based on DESC(last_modified_time) we don't get the correct sort order. It is roughly sorted by the last_modified_time,

    • Assemblies make my stock go negative

      I am sure this is just the way that we are using this feature, but we use assemblies, a lot. The issue for us is the way that the relive inventory and the fact that it makes our composite item stock go negative. I have added flows to auto assemble and

    • User Activity Reports

      I'd like to get data related to user activity.  For example, Login and logout times, emails sent/received, new records created , etc. Is that currently available. I just can't seem to find anything . Thanks, Dave

    • Help: Populate “Contact Owner” details into Customer custom fields (for email templates) in Zoho Books

      We want to send invoices on behalf of our sales agents, and include the agent’s name, email, and phone in the email body using placeholders. Plan is to copy the Customer Owner details into three Customer custom fields, so they can be used as placeholders

    • Undocumented Books API error message - 1000 - The requested action could not be completed. Please try again. | Unexpected error

      This code sometimes throws this error 1000 - The requested action could not be completed. Please try again. | Unexpected error What does it mean? result = zoho.books.updateRecord("salesorders",organization.get("organization_id"),salesorder_id,sales_

    • Partial payments for retainer invoices

      When a customer does not pay the entire retainer invoice there is no way to apply a partial payment. PLEASE add this function.

    • Making Tags Mandatory

      When creating an expense, is it possible to make the Tags field mandatory?  I see the option in settings to make other fields mandatory, like Merchant, Description, Customer, etc, but nothing about Tags. Thanks! Kevin

    • Mass Update not trigger workflows

      Hi, I have performed a mass update of all records in a custom module using a custom view. I have a dummy checkbox on my module that I turn on or off - hoping to trigger all the new workflows that have been created for that module. However, no workflows

    • Multi-Select lookup field has reached its maximum??

      Hi there, I want to create a multi-select lookup field in a module but I can't select the model I want the relationship to be with from the list. From the help page on this I see that you can only create a max of 2 relationships per module? Is that true?

    • Generating CRM reports based on date moved in staged history

      Hi everyone, I'm trying to generate CRM reports of jobs (I think these are called usually deals) based on when they were moved to a particular stage, ie all jobs that were moved to Proposal/Quote in the previous financial year. I can see from other similar

    • Modules for missed calls, emails, texts etc

      Hi there. Is there a way to create a module that would automatically show a list of all inbound calls that were missed by our users, as well as any inbound SMS's, emails & WhatsApp messages. That way, a user who is available, can work through that list

    • Subforms and automation

      If a user updates a field how do we create an automation etc. We have a field for returned parts and i want to get an email when that field is ticked. How please as Zoho tells me no automation on subforms. The Reason- Why having waited for ever for FSM

    • Conditional layouts - support for multi-select picklists

      Hi, The documentation for conditional layouts says the following: "Layout Rules cannot be used on the following field types: Auto Number Lookup Multi Select Lookup User Lookup Formula File Upload Multi Line" I have a custom module with a multi-pick list

    • Ability to Set a General Email Signature for the Organization in Zoho Recruit

      Dear Zoho Recruit Team, I hope you're doing well. We would like to request a feature that would allow us to set a general email signature at the organizational level within Zoho Recruit. Currently it is only possible for individual users to create their

    • Custom Buttons & Links Now Supported in Portals

      We’ve just made portals in Zoho Recruit more powerful and customizable than ever! You can now bring the power of Custom Buttons and Links to your Candidate, Client, Vendor, and Custom Portals — enabling portal users to take direct action without recruiter

    • Is there a way to show contact emails in the Account?

      I know I can see the emails I have sent and received on a Contact detail view, but I want to be able to see all the emails that have been sent and received between all an Accounts Contacts on the Account Detail view. That way when I see the Account detail

    • Live webinar: Transform data into impactful visuals with Zoho Show

      Data is frequently a core part of a presentation, whether it’s a sales pitch, project update, research report, or performance review. But when it’s just numbers on a page, the message you’re trying to convey can get buried. The real magic happens when

    • File attachments not working - web version

      Since Notebook announced better file attachments, I have experienced file attachments failing. When uploaded from my pc to the web version, notebook just spins. Acting like the attachment is very large. When it's 30k. If I cancel out of this, the notecard

    • API - Barebones Data for Send Doc For Signiture

      I am learning how to use with Zoho Sign API. I am wondering if someone can give me a bare bones JSON data sample for "Send Document For Signature". Below is the blank data that is pre-populated in postman. Seems like there is more here than the bare minimum

    • Revenue Management: #2 How to compute revenue?

      In our previous post, we discussed the revenue recognition standards under IFRS 15 and ASC 606 and the five-step model. Now, let's examine three distinct business scenarios to see how the standards and model work in practice. This will help you understand

    • External lookup in CRM (as in Books)

      Hello Context: We have a CRM module, similar to Deals, but for Purchasing. Once the PO is created, a link to this PO should be updated in that "deal". In Books, you can add a custom 'external' field which can look up into CRM modules. I'm asked to have

    • "Undo Send" Feature

      Would love it if TeamInbox had an "Undo Send" feature, that gives you 10 seconds or so to "undo" the sending of an email. Many other email clients already have this feature, and my clients really miss it, as it has saved them many times in the past when

    • Zoho Sites

      Does anyone have experience building Zoho sites or know how I can find someone who does?

    • Zoho Crm Lagging

      Hi Zoho Support Team, Starting from today, my Zoho CRM has been extremely slow and laggy when accessing any pages or modules. This is affecting my work and overall productivity. Could you please help to check if there are any ongoing issues or if there’s

    • Is there a way to reference/attach mails to deals/contacts when the mails haven't come through their contacts normal email and the mail comes through software / app who use their mail system

      There are often system mails that come through systems or other software which use their email addresses since they use their own mail servers to mail. This causes an issue as it does not record the mail in the history of the CRM since the email is not

    • Recommendation

      I give up on Zoho. It's never going to be an all in one solution, their own apps don't even connect. Can any one recommend an alternative at least for the crm / people.

    • CRM - Site/Location

      Hi Zoho, One massive oversight of the Zoho CRM is the inability to add multiple sites or locations to one account. Many organisations have several (in some cases, hundreds) of sites across the country or even the globe. The workaround to this, of course,

    • An unknown error occurred. Please contact support

      Whenever I visit this page I see this. I changed browser and still the same. Can someone from Zoho help me please?

    • How to Streamline Pick & Ship

      Is there a way to streamline the built-in pick and ship process? I guess mostly on the ship side. Our current process allows us to choose shipping super fast. It's an EasyPost plugin for WooCommerce. You have to populate the boxes / weights / shipping

    • How to add, delete or rename the "payment method" drop down?

      When we recorded payment in invoice, there's a "payment method" drop down with choices like cash, bank transfer... We want to add and delete or rename some new selection. How to do such adjustment? Please advice.

    • Smarter data gathering with Query component in Wizards

      Dear All, Introducing the Query Component in Wizards for CRM! A smart search field that saves you time and effort, and helps you manage and gather data more efficiently than ever before. Long and complex record entries can be overwhelming and prone to

    • Introducing teamspaces and team modules in Zoho CRM mobile app

      Hello everyone, We have an exciting update to share in the Zoho CRM mobile app. As part of CRM For Everyone—a new set of features that reflect our vision to democratize CRM and make it accessible for all—teamspaces and team modules are now available on

    • Client Script - change page and/or section background colours

      Hello, Would anyone be willing to help me with a bit of Client Scripting code? I have had a go myself but only been able to alter the form field styles, not the overall page/section/heading styles. I want to set a different page background colour for

    • Next Page