What Is Opportunity Split in Salesforce

 Opportunity Splits allow the Opportunity Owner to share credit (in % terms) with other team members. It’s used for:

• Sales performance tracking

• Commission calculations

• Collaboration visibility

🔑 Types of Opportunity Splits

Salesforce offers two split types out of the box, and you can create custom split types as needed.

Split Type	Use Case
Revenue Split	Tracks how the revenue is divided (must total 100%)
Overlay Split	Tracks contribution without affecting revenue allocation (can go beyond 100%)
Custom Split (Optional)	E.g., Partner Split, Pre-Sales Split, Regional Split

⚙️ How to Enable Opportunity Splits

1. Go to Setup

2. Search for "Opportunity Splits"

3. Click Enable Opportunity Splits

4. Configure:

   • Choose which split types to use

   • Add them to Opportunity Page Layout

   • Define Split Roles (e.g., AE, SE, Overlay, CSM)

✏️ Adding Splits to an Opportunity

Once enabled:

1. Open an Opportunity

2. Go to Opportunity Team

3. Add team members and assign split percentages

4. Ensure:

   • Revenue Split = 100%

   • Overlay Split can be any total

📊 Reporting on Opportunity Splits

You can use:

• Opportunity Split Reports to track performance per team member

• Use in dashboards, quota tracking, and incentive/commission models

📌 Use Case Example

🔹 Example: Healthcare CRM Opportunity

• Total Value: ₹1,00,00,000

• Revenue Split:

  • Account Executive: 70%

  • Presales Architect: 20%

  • Channel Partner: 10%

• Overlay Split:

  • Customer Success: 25%

  • Delivery Advisor: 10%

🚫 Common Pitfalls

• Forgetting to update split when team members change

• Incorrect percentages (Revenue Split must be exactly 100%)

• Split not visible due to page layout or profile restrictions

🧠 Best Practices

• Use automation (Flows) to default Opportunity Team + Splits

• Ensure clear documentation of what each split role means

• Integrate with commission or bonus tools if needed