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

    • Zeptomail API error 500 internal server error

      Hi Everyone, getting this eror continuously! Can anyone please guide around the same! Zeptomail API error 500 internal server error Best Regards

    • We’re transitioning from Zoho ShowTime to TrainerCentral

      Hello everyone, Zoho ShowTime was originally built as a training platform to serve training agencies, HR teams, and individual trainers. As the platform grew, we realized that more creators and businesses could benefit from its capabilities. That’s why

    • Emails Are Not Being Delivered to My Inbox

      Hello Zoho Support Team, I am experiencing an issue with my Zoho Mail account. The most important problem is that emails are not being delivered to my inbox. Details: My Zoho Mail address: info@coreforcelife.com What happens: I am not receiving any incoming

    • Upload my theme.

      Hello. I would like to upload my own theme, this one: https://themeforest.net/item/panagea-travel-and-tours-listings-template/21957086 Is it compatible and where I upload it? If not I will hire a developer, what do I have to ask when I search for one?

    • Radar In Focus: Track customer support metrics using Radar's static reports

      Hello everyone, Welcome back to the Radar In Focus series, where we explore how Radar features can add value to your business. In this episode, we're looking at Radar static reports. The help desk is filled with vast amounts of data that can be analyzed

    • Mail ToDo & Tasks Webhooks

      Our company uses Zoho ToDo inside Mail to manage our tasks. When I create a task and assign it to a team member it does not notify them unless I add a reminder via mail. I'm trying to create a webhook for when a task is created to send a cliq message

    • Allocating inventory to specific SO's

      Is there a way that allocate inventory to a specific sales order? For example, let's say we have 90 items in stock. Customer 1 orders 100 items. This allocates all 90 items to their order, and they have a back order for the remaining 10 items which could

    • Improved UI for a Seamless User Experience - Calls, Tasks, and Meetings

      Hello all, We are making UI unification across CRM so that the UI experience is seamless across the product. As part of that effort, we have made changes to the details page of activity-based module records—Meetings, Calls, and Tasks. Let's look at these

    • Where can I find rejected inbound mails and their reason for rejection

      Hi, I was recently made aware by a mailing list which I am subscribed to (ffmpeg-devel@ffmpeg.org) that my Zoho mail Mail account is rejecting some emails. If I look under Admin Panel > Security & Compliance > Quarantine > Incoming, the list there is

    • Refund

      Hi There, Please refund me asap possible, because of no support given. Thank you

    • Empowered Custom Views: Cross-Module Criteria Now Supported in Zoho CRM

      Hello everyone, We’re excited to introduce cross-module criteria support in custom views! Custom views provide personalized perspectives on your data and that you can save for future use. You can share these views with all users or specific individuals

    • تغيير عمله الدفع"Change payment currency"

      ما هى طريقه تغيير عمله الدفع "ما هي طريقة تغيير عملة الدفع؟"

    • How do I fix this? Unable to send message; Reason:554 5.1.8 Email Outgoing Blocked.

      How do I fix this? Unable to send message; Reason:554 5.1.8 Email Outgoing Blocked.

    • Attention API Users: Upcoming Support for Renaming System Fields

      Hello all! We are excited to announce an upcoming enhancement in Zoho CRM: support for renaming system-defined fields! Current Behavior Currently, system-defined fields returned by the GET - Fields Metadata API have display_label and field_label properties

    • Zia's ability to generate and improve content extended to Desk mobile app (iOS and Android)

      In support, agents will have to understand customers' pain points completely to provide empathetic personalized solutions and a positive experience. However, at times, agents might find it challenging to comprehend the customer issues and connect with

    • BANK FEED - MAYBANK , provider from YODLEE IS NOT WORKING

      As per topic, the provider YODLEE is not working for the BANK FEED. It have been reported since 2023 Q3, and second report on 2023 Q4. now almost end of 2024 Q1, and coming to 2024 Q2. Malaysia Bank Maybank is NOT working. can anyone check on this issue?

    • Customer Grouping

      Hi, how can I group multiple customers into single group. So that I can have idea of accounts receivables of all the customers in single group. Like if there are multiple subsidiaries of same company we have having a business with, and want to view the

    • Enable / show scroll bar when Mega Menu is opened

      Hey there I am using the mega menu add-on and experience a "flicker" whenever the mega menu opens. The reason is, that the scrollbar, which has a width of a few pixels, stops showing when the mega menu opens. As the scrollbar disappears the whole page

    • Item images

      Can we get an "On hover" expanded image for items please ?

    • Free webinar—Redefining workforce security with Zoho Vault: Passwords, passkeys, and multi-factor authentication

      Hi everyone! Did you know that in Q2 alone, 94 million data records were leaked globally? Behind every breach is a combination of poor password habits, phishing attacks, privilege misuse, and simple human error. The fallout—including reputational damage,

    • Zoho Sign product updates - Q3 2025

      Hello everyone! Q3 was all about AI. Here's the list of features and enhancements that have gone live, along with a list of what we have in pipeline for the last quarter: AI-powered agreement management Sending documents and authenticating recipients

    • Zoho sites header

      Good day, Im stuck with this situation. I choose a template for my website creation. I have tweaked every instance of the visual editor, regarding the header, I have created created customize fonts presets... I have followed every single step. and my

    • Zoho Books Sandbox environment

      Hello. Is there a free sandbox environment for the developers using Zoho Books API? I am working on the Zoho Books add-on and currently not ready to buy a premium service - maybe later when my add-on will start to bring money. Right now I just need a

    • Quick Create needs Client Script support

      As per the title. We need client scripts to apply at a Quick Create level. We enforce logic on the form to ensure data quality, automate field values, etc. However, all this is lost when a user attempts a "Quick Create". It is disappointing because, from

    • Kaizen #152 - Client Script Support for the new Canvas Record Forms

      Hello everyone! Have you ever wanted to trigger actions on click of a canvas button, icon, or text mandatory forms in Create/Edit and Clone Pages? Have you ever wanted to control how elements behave on the new Canvas Record Forms? This can be achieved

    • DNS set up

      I want to create an email with my company domain. When I tried to add new record with cloudflare it didn't work. The DNS record can't be manually added. I followed the instruction but still can't add it. Could you help?

    • Pocket from Mozilla is closing shop. Don’t lose your favorites . Move them to Zoho Mail Bookmarks now! 📥🔖

      The end of Pocket shouldn't mean the end of your important links and content. Easily import them into Zoho Mail's Bookmarks and continue right where you left off. You can bring over your entire Saves, Collections, and tags just the way they are. Bookmarks

    • General suggestions

      Hello, I've picked this forum as it is at the top of the list! :) First suggestion: A general forum for issues and comments that are not specific to a particular Zoho application. Second suggestion: Put a link on the home page to "Zoho Identity Access Manager" The first suggestion came about because I didn't know where to post the second! ;) Regards Mark

    • All new Address Field in Zoho CRM: maintain structured and accurate address inputs

      The address field will be available exclusively for IN DC users. We'll keep you updated on the DC-specific rollout soon. It's currently available for all new sign-ups and for existing Zoho CRM orgs which are in the Professional edition. Managing addresses

    • Can't upload attachments.

      I can't upload attachment in Zoho Mail.

    • Need Guidance on SPF Flattening for Zoho Mail Configuration

      Hi everyone, I'm hoping to get some advice on optimizing my SPF record for a Zoho Mail setup. I use Zoho Mail along with several other Zoho services, and as a result, my current SPF record has grown to include multiple include mechanisms. My Cloudflare

    • How use

      Good morning sir I tried Zoho Mail

    • Zoho Mail Desktop App Not Loading + Can’t Manage Multiple Accounts

      Hi everyone, I’ve been having ongoing issues with the Zoho Mail desktop app for the past few weeks. The app starts to load but gives up midway and never actually opens — there’s no error message, it just stops loading. The main reason I use the desktop

    • not able to convert pdf to jpg and other forms and vice versa.

      i want to change my pdf to jpg, word, etc and some times jpg to pdf. i don't know how to do in this.

    • Connecting two modules - phone number

      Hi, I’d like some guidance on setting up an automation in Zoho CRM that links records between the Leads module and a custom module called Customer_Records whenever the phone numbers match. Here’s what I’m trying to achieve: When a new Lead is created

    • Error when sending emails from Zoho

      Hello, When trying to send an email from Zoho CRM I keep getting the below error: javax.mail.AuthenticationFailedException: 535 5.7.139 Authentication unsuccessful, the user credentials were incorrect. Any support on this will be much appreciated. Thanks,

    • Zoho Tables is now live in Australia & New Zealand!

      Hey everyone! We’ve got some great news to share — Zoho Tables is now officially available in the Australian Data Center serving users across Australia and New Zealand regions! Yes, it took us a bit longer to get here, but this version of Zoho Tables

    • Zoho Inventory - How to pay a supplier up front then receive multiple deliveries

      How do we manage situations where we pay a supplier up front, then the receive the products in increments? Example Workflow: Create Purchase Order > Receive Bill for full amount > Receive Items 2 or more deliveries. Currently, once a Bill is created against

    • Not all emails from outlook365 migrated to my new zoho account

      I recently setup a new email address hosted by zoho. I migrated all my folders and email from my Outlook365 account to my new zoho account, but not all my emails migrated. Looks like only the past 12 months, or so, made the move. How do I get the rest

    • Clients not receiving emails

      I've been informed that my emails are not being received. Is there anything that I should look into to rectify this? Many thanks!

    • Next Page