How to Set Up Opportunity Teams and Opportunity Splits in Salesforce

In this Salesforce tutorial, we will learn to Set up Opportunity Teams and Opportunity Splits in Salesforce. In Salesforce, Opportunity Teams and Opportunity Splits are features that allow teams and companies to collaborate and manage sales opportunities in a more efficient way.

We can set up Opportunity Teams and Opportunity Splits in Salesforce Lighting as well as the Salesforce Classic version.

While working as a System administrator for an organization that uses Salesforce as its primary CRM tool to track sales-related activities and customer data, I was once asked by the Sales team to enable Opportunity Teams and Opportunity Splits setup, so they can set up Opportunity Teams and Opportunity Splits to work efficiently on Opportunities.

In the below samples, I will explain Opportunity Teams and Opportunity Splits and the method to set up Opportunity Teams and Opportunity Splits in Salesforce.

Opportunity Teams and Opportunity Splits in Salesforce

In Salesforce CRM, Opportunity Teams and Opportunity Splits are the features that allow multiple individuals in the org within a sales team can work together on closing a deal and share the credit or compensation for the sale.

Opportunity Teams

In Salesforce, the feature of opportunity teams allows multiple people to work on a single Opportunity, set their roles, and grant individual access rights to each team member. Opportunity teams make it easy to share information regarding sales and tasks related to opportunities among team members.

Opportunity Splits

Opportunity Splits, allow us to split the revenue or the quota of the revenue that came from a successful opportunity among the members of the opportunity team. We can define split percentages or amounts for each team member or team, based on their involvement in the opportunity.

By default, there are two split types that are Revenue Splits and Overlay Splits. We can also create a custom splits type in opportunity splits.

Set Up Opportunity Teams and Opportunity Splits in Salesforce Lightning

To Set Up Opportunity Teams and Opportunity Splits in Lightning, navigate to the setup page of Salesforce Lightning and follow the below steps.

1. On the Setup page of Salesforce Lighting, go to the left sidebar, and under the heading Platform tools, select Feature settings -> Sales -> Opportunites -> Opportunites team settings.

Setup Opportunity teams in Salesforce Lightning

To enable Opportunity splits, we first have to enable the Team selling feature.

2. In the Opportunity Team Settings setup, activate the checkbox Enable Team Selling and click on the Save button.

Salesforce Lightning Setup Opportunity teams

3. As we click on the Save button, the Page Layout Selection settings will open, and here activate all the checkboxes of the Page Layout Name column, after activating Add to users’ customized related lists.

After enabling this setting click on the Save button.

Setup Opportunity teams and opportunity splits in Salesforce Lightning

Now the team selling is enabled and the next step is to configure different settings related to the opportunity teams.

4. In this step, we will enable opportunity splits, and for that go to the left sidebar and in the Feature settings dropdown select -> Sales -> Opportunites -> Opportunites Split settings.

Salesforce Lightning enable Opportunity Splits

5. In the Opportunity Splits Settings click on the button Set Up Opportunity Splits.

Salesforce Lightning Setup Opportunity teams and Opportunity Splits

6. In this window, you will see two default Splits that are Revenue splits and Overlay splits. The Revenue Splits are used to split commissions across multiple people and Overlay Splits are used to split quota attainment of the revenue.

In this example, I have selected Overlay splits. After selecting the splits type, click on the Save button.

Enable Opportunity Splits in Salesforce Lightning

7. As we click on the Save button, the Opportunity Splits Settings will open and here activate all the checkboxes to enable opportunity splits for the selected split type, and click on the Save button.

Salesforce enable Opportunity Splits in Lightning

8. Now go to the opportunities and open any of the opportunities. In this example, I have selected the opportunity for the University of AZ installations.

9. In the Opportunity record page, scroll down to the page and you will see the section Opportunity Teams and Opportunity Splits.

Here, you can manage opportunity splits between team members and also add new members to the team.

Salesforce setup opportunity teams and Opportunity Splits in Lightning

In this way, we have successfully set up Opportunity Teams and Opportunity Splits in Salesforce Lightning with the help of the steps above.

Set Up Opportunity Teams and Opportunity Splits in Salesforce Classic

To set up opportunity teams and opportunity splits in Salesforce Classic, log in to the Salesforce Classic edition and follow the below steps.

1. On the Home page of Salesforce Classic, click on the Setup tab that is on the upper right side of the screen.

Salesforce Classic Setup Opportunity Splits

2. On the Setup page, go to the Quick Find box and search Opportunity teams. Then click on the Opportunity Teams dropdown and select Opportunity Team Settings.

Salesforce Classic Enable Opportunity Splits and Opportunity Teams

3. In the Opportunity Team Settings, activate the checkbox Enable team selling and click on the Save button.

Salesforce Classic Setup Opportunity Teams and Opportunity Splits

4. As we click on the Save button, the Page Layout selection window will open, and here activate the checkboxes of the Page Layout to make this feature visible in the layouts.

In this example, I have selected all page layouts and also activated the Add to users’ customized related lists checkbox. At last click on the Save button to apply changes.

Salesforce Classic Setup Opportunity Teams

Till now we have enabled the team selling. In the next steps, we will enable the Opportunity splits.

5. Go to the Quick Find box and search Opportunity Splits. In the dropdown click on Opportunity Splits Settings.

Enable Opportunity Splits in Salesforce Classic

6. In the Opportunity Splits settings, click on the button Set Up Opportunity Splits.

Setup Opportunity teams and opportunity splits in Salesforce Classic

7. In this step, we have to select the splits type from the two default Splits which are Revenue splits and Overlay splits. The Revenue Splits are used to split commissions across multiple people and Overlay Splits are used to split quota attainment of the revenue.

I have selected the splits type as revenue and after selecting the splits type click on the Save button.

Salesforce Classic Enable Opportunity Splits

As we click on the Save button, the opportunity splits feature will be enabled.

8. In this step, we will select the page layouts to make these features visible on that layouts. I have activated all page layouts of the Opportunities to make this feature visible.

After activating this feature on page layouts click on the Save button.

Salesforce Classic Setup Opportunity Splits

As we click on the Save button, the Opportunity Splits and Opportunity Teams will be enabled in the selected page layouts of the opportunity.

9. Go to the Opportunities in the Sales application and from the opportunity records, open any opportunity.

10. Scroll down on the record page of the opportunity and there you will see the sections Opportunity Teams and Opportunity Splits as shown in the picture below.

Setup and enabled Opportunity teams and opportunity splits in Salesforce Classic

Now we have successfully enabled and set up Opportunity Teams and Opportunity Splits in Salesforce Classic with the help of the above steps.

Conclusion

In this Salesforce tutorial, we have learned about setting up Opportunity Teams and Opportunity Splits in Salesforce Lighting and Classic versions. In addition to this, we also learned about the terms Opportunity Teams and Opportunity Splits and their use in Salesforce.

With the help of a couple of examples, we enabled the setup of Opportunity Teams and Opportunity Splits and later we checked the enabled feature in the Opportunity record in both editions.

You may like to read: