1. Marketing, Sales Force Automation, and Partners
  2. Sales Force Automation
  3. Setting Up SFA
  4. Team Selling
  5. Setting Up Team Selling

Setting Up Team Selling

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

Creating a Sales Role

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

Note:

Team Selling includes the Sales Rep sales role, by default. If you let sales team contributions go over 100%, you also need to 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 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, you can create a sales team record.

Sales teams in NetSuite are groups of employees. Each employee has a set contribution percentage. A member's contribution percentage determines how much of a transaction's total counts for commission, quota, and sales forecast.

For example, a sales rep has a 10% contribution percentage in their sales team. When a sale closes, they earn 10% of the commission they'd get if they were 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 team transactions. Additionally, the primary sales rep shows up 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 the member's name in the Name column, or search from the list. 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 how much access each member has to the group's calendar and events.

  7. The employee's sale role appears in the Sales Role column, but you can change it for this sales team.

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

  9. In the Contribution % column, enter each member's default contribution percentage.

    Note:

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

    You can adjust a team member's contribution percentage later 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 on the team. For more information, read Overassignment and Adjustment Reps.

  13. Click Save.

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

Related Topics

General Notices