Splitting Credit across Your Sales Team

Last Updated on May 30, 2017 by Rakesh Gupta

Opportunity splits
Opportunity splits

Opportunity splitting help you to share sales credit across an opportunity team. Salesforce introduce this feature with Summer’13 release. If your sales process includes multiple team members that should receive some portion of credit for a closed-won sale/deal, then you can use this feature.

Business Use Case :- In Universal container normally single opportunity, get split and credit between two salespeople. They collaborated on the deal to close-won, so if it is worth $300,000, each would get $150,000 and if they took help from Sales engineer to close deal faster than in this case sales engineer will get some % of credit that  is Overlay split.

Type of opportunity splits

There are two different types of opportunity splits. They are:

1) Revenue Splits :- Which must equal 100% of the opportunity amount. Revenue splits allow you to allocate credit to sales reps who are directly involved in an opportunity, and responsible for the revenue associated with it.
2) Overlay Splits :- It allow you to allocate credit to team members who are somewhat involved in the opportunity but not directly responsible for the revenue generated from that opportunity. Overlay splits . Unlike revenue splits, overlay splits are not limited by the opportunity amount. This can be any percentage of the actual opportunity total up to and even exceeding 100%.

Step to enable opportunity splits

1) Enable Team Selling :- To enable Opportunity Team you can follow below instruction

  • Name | Setup | App Setup | Customize | Opportunities | Opportunity Teams | Settings
Enable Team Selling
Enable Team Selling
  • Select “Enable Team Selling” check-box
  • Add Opportunity Team related list on all opportunity page layouts.
Add Opportunity Team related list on Opportunity Page Layout
Add Opportunity Team related list on Opportunity Page Layout
  • Click on Save

2) Enable Opportunity Splits :- To enable Opportunity Splits follow the below instruction

  • Navigate to Opportunity Teams menu by following this path  Name | Setup | App Setup | Customize | Opportunities | Opportunity Teams | Opportunity Splits
  • Select “Enable Opportunity Splits” check-box
  • Now Select Type of Split you want to enable for your organization,  doing so presents you with a few options and one big yellow box. These boxes and warnings like this usually are important. Make sure you read this before proceeding. You can take help from below Screenshot
Enable Opportunity Splits
Enable Opportunity Splits
  • Click on Save and it will redirect you to next page where you can Add Opportunity Splits related list to Opportunity page layout
Opportunity Splits related list to Opportunity Page layout
Opportunity Splits related list to Opportunity Page layout
  • Click on Save
  • Once it’s enable you will get an email from Salesforce.com, something like below screen shot
Salesforce Opportunity Splits Enable Notification
Salesforce Opportunity Splits Enable Notification

It’s time to test this feature

To test this feature follow the below instructions

1) Add Opportunity Team Members:- To add Opportunity team Members follow the below instruction

  • Go to Opportunity record detail page, Navigate to Opportunity Team related list and click on to Add button to add  Opportunity team member
Add Opportunity Team Members - Step 1
Add Opportunity Team Members – Step 1
  • Add Opportunity Team members (as per your requirement), Assign role and Grant access on opportunity as shown in below screen shot
Add Opportunity Team Members - Step 2
Add Opportunity Team Members – Step 2

Note :- Once your team is set up, you can edit the existing split that automatically attributed all of the revenue to the Opportunity Owner:

2) Edit Opportunity splits:- To edit  Opportunity splits follow the below instruction

  • Navigate to Opportunity Splits related list available on Opportunity detail page and click on Add Opportunity Splits button
Edit Opportunity Splits - Step 1
Edit Opportunity Splits – Step 1
  • Now you can Add Each Opportunity Team Members on the left and enter the appropriate percent.  The Amount will automatically calculate for you based on the opportunity amount. Same like below Screen shot
Edit Opportunity Splits - Step 2
Edit Opportunity Splits – Step 2
  • Click on Save

Points to be remember

  • The opportunity owner is included on each opportunity team, and since the Opportunity Owner role is essential for splits,you cannot remove it.
  •  Newly created opportunity split records include a default opportunity team member for the owner, who receives 100% of revenue splits until you have defined otherwise.
  • You can’t remove a team member assigned to a split from an opportunity.
  • You can split Opportunity revenue (Revenue Split) among Opportunity team member those are already Added to that Opportunity.

Spring’14 enhancement

After Spring’14 release you can quickly configure and edit splits with a visual workflow. Opportunity Splits now include a streamlined workflow that visually walks you through the setup process.

Opportunity Splits Enhancement Spring'14
Opportunity Splits Enhancement Spring’14

After splits are enabled, you can make the splits workflow faster for users as well, letting them add team members while editing split amounts and from one click you can disable Opportunity Split. It means you can add add any user in Opportunity splits Salesforce will automatically add those user under Opportunity team.

Users add members to opportunity teams while editing splits
Users add members to opportunity teams while editing splits
If you have feedback, suggestions for posts or need more information about Salesforce online training program running by me. Say hello and leave and message to me!

5 thoughts on “Splitting Credit across Your Sales Team

  1. great blog! the information you provide is quiet helpful, why i was not able to find it earlier. anyways i’ve subscribed to your feeds, keep the good work up. Cheers

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