How to split revenue over members of a sales team when an opportunity is won

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We have often siituations that 2 more more members of our sales team work together on a deal. In such cases it is useful to have a way to split the revenue (using percentages) over these sales team members. In this way, it is possible to measure the performance of sales people when they work on an opportunity together.

I am new in Dynamics CRM, but didn't see a standard feature yet to do this, although I expect that this a requirement in many sales organizations.

Any suggestions how this can be done?

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Aileen Gusni 44,524 on at

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Hi Ronald,

It's depend.

If your Opportunity is owned by a User then it would be easier.

You use team ownership? Who is the owner of the Won Opportunity?

Are you also using the Access Team Template?

Thanks.

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Hi Aileen,

Thank you for your answer.

At the moment the opportunities are owned by an user. We don't use (Access) Teams yet.

We started to work with CRM recently and entered the goals per Quarter and per sales employee.

The question is now coming up how to split the revenue over multiple sales people if they have been imvolved heavily in a deal and they are not the owner of the opportunity.

To give an example, we work with multiple sales people on specific countries due to the complexities with language etc. For making quotes, doing negotiations and completeing contracts several sales people can be involved with different skills.

Do you have any suggestions what would be the best or easiest way to deal with this?

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Aileen Gusni 44,524 on at

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Hi Ronald,

If they are not the owner, who is the owner of the Opportunity?

Well, it is kind of complex because in CRM anything is determined by ownership.

Can be owned by Team or User (Team here is different from access team)

You can move to the Access Team or create your own entity relationship from the Opportunity to the System User then you can link it to the Sales.

You just need a place to store that this Opportunity is belonging to which salespeople, not only to one.

Then after that you can do the split revenue, but, again how you split this, you also need a place.

I did this for commission.

So under your Opportunity entity, you create new entity so called the Salesperson Opportunity.

This new entity will have fields: lookup to opportunity and systemuser (salespee ople) then also a field to store the splitted revenue.

Because if your opportunity is marked won as 100k you want to split over 4 salespeople, this each salesperson can have different value right? For example for those who start the deal you give weight to 50% while only for installation you give only 5% and so on.

You will use the xRM for this and need reporting to achieve the split revenue.

Hope this helps.

Thanks.

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Community Member on at

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Thank you Aileen. What I indeed meant is that one of the sales persons is the owner of the opportunity (you are right that there is always an owner) and that the other sales persons are not the owner, but still do a part of the sales work.

The idea is indeed to divide the amount of the opportunity over the sales people when it is won. I am looking for an easy way to do this.

You indicate in your answer that I have to create a new entity "sales person opportunity" with fields that look up to opportunity and system user. So, basically you say that we have to use XRM for this to create this functionality. I am new in this, do you have examples for this to have a look at.

If I understand you correctly this is not default functionality in Dynamics CRM. I used different CRM systems in which this was built in by default.

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Aileen Gusni 44,524 on at

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Ronald,

Yes..You are right.

See this approach as well:

social.microsoft.com/.../opportunities-splitting-revenue-total-between-different-teams

I'd say that you need to design it.

Because if you use owner, the whole 100% value of revenue will be handed over to that person fully.

You need to create another entity plus field to store its values.

There is no built-in function. Even if you use Access Team, means only sharing access, but not sharing the commission or split revenue.

Hope this helps,

Thanks,

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Community Member on at

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It's a bit strange that this isn't a default function. In Salesforce this is built in by default due to the fact that performance of sales people is often measured by looking at the won deals

Thank you the link. I will have a look at this.

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Aileen Gusni 44,524 on at

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Ronald, yes, you are right.

I know, I read in Oracle CRM also has this functionality.

Currently we can only distinctt by ownership or creating our new entity.

Thanks!

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FrantisekG 47 on at

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Hi all is there update on final solution? I´m looking for the same and would be great to have some inspiration.

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