Setting Up Team Selling

You create sales teams to include all of the employees that work together to close deals. You assign each member of a sales team a sales role that describes what they do to aid the sales process.

Creating a Sales Role

Before you create a sales team, you must create sales roles and assign them to your employees.

Note:

Team Selling includes the Sales Rep sales role, by default. If you allow sales team contributions in excess of 100%, you must also create an adjustment rep sales role. For more information on overassignment, see Overassignment and Adjustment Reps.

To create a sales role:

  1. Go to Customers > Other > CRM Lists.

  2. Click Sales Role.

  3. Enter a name and description for the role.

  4. If this is a role assigned to sales reps, check the Sales Rep box.

    Employees with sales rep sales roles appear on sales reports and KPIs.

  5. Click Save.

Next, select the role in the Sales Role field on the Human Resources subtab of each employee's record.

Creating a Sales Team

After you assign sales roles to your employees, you can create a sales team record.

Sales teams in NetSuite are groups of employees. Each employee in a sales team has a designated contribution percentage. A member's contribution percentage determines how much of a transaction's total is used to calculate:

For example, a sales rep has a 10% contribution percentage in their sales team. When a sale closes, the sales rep earns 10% of the commission they would receive if they been the only rep on the deal.

When you create a sales team, you choose the primary sales member when you check the Primary box next to the member's name. Only the primary sales rep can edit the sales forecast for transactions associated with the team. Additionally, the primary sales rep appears on sales reports in the Primary Sales Rep column.

To create a sales team:

  1. Go to Setup > Sales > Sales Management > Sales Teams > New.

  2. Enter the name of the sales team.

  3. Select the owner of the group.

  4. If this group has an email alias in your email application, enter that address in the Email field.

  5. On the Members subtab, do one of the following to add members to this group:

    • To add individual members, enter part of a member's name in the Name column, and then press Tab. Select a member, and then click Add. Repeat these steps for each member.

    • Click Add Multiple, and then press and hold CTRL to select more than one member from the list.

    • Click Add With Search to enter search criteria for the members you want to add.

  6. In the Access Level column, select the level of access this person should have to the group's calendar and events.

  7. The sales role on the employee's record appears in the Sales Role column.

    You can change the employees sales role for this sales team.

  8. Check the box in the Primary column if this employee is the lead for this sales team.

  9. In the Contribution % column, enter the default contribution percentage for each team member.

    Note:

    You can use the Allow Overassignment in Sales Team preference. Go to Setup > Sales & Marketing Automation > Sales Preferences.

    You can later adjust a team member's contribution percentage in the Contribution % column on individual sales transactions or customer records.

  10. Click Add.

  11. Repeat these steps for each member of the group.

  12. If you allow contribution overassignment, select an adjustment rep for each manager in the sales team. For more information, read Overassignment and Adjustment Reps.

  13. Click Add.

  14. Click Save.

Now, you can assign this sales team to customers and sales transactions.

Related Topics

Overassignment and Adjustment Reps
Associating Sales Teams with Customers and Transactions
Split Commission
Estimates and Team Selling
Opportunities and Team Selling
Working with Records, Transactions, and Lists

General Notices