A Detailed Guide on the NetSuite Team Selling Feature
A Detailed Guide on the NetSuite Team Selling Feature
Managing an organization’s sales team requires a whole lot of work and patience. You must find the right people, train them, motivate them, coordinate with the marketing team, and compensate them appropriately. Such work requires the sales manager to have a solution to manage the sales process and the team. NetSuite has such a sales force automation feature for managing each stage of your selling process. Its Team Selling feature allows you to associate a sales executive with a sales transaction. This article will talk in detail about the NetSuite solution’s Team Selling feature. But, before that, let’s look at an example showing the benefits of this feature.
If sales executive A closes a sales deal, you can name A as the only contributor to the sale transaction.
But there are sales transactions when more than one sales executive is involved in closing the deal. Suppose an account manager B, operations person C, and sales manager Z also contribute to closing the deal in addition to sales executive A. This is the situation where the NetSuite Team Selling feature solves your confusion. It determines the percentage of contribution of A, B, C, and Z in closing the deal and allocates compensation accordingly.
Setting up NetSuite Team Selling feature
The Team Selling feature is under the tab of NetSuite CRM; you just have to tick the box and click Save. With the enablement of Team Selling,
- The Sales Team subtab replaces the Sales Rep field under sales transactions and customer records.
- The Sales Role field replaces the Sales Rep field under employee records.
- Employees marked as sales reps are assigned the new role of sales rep.
- Under the Create Group page, a new option of Select Sales Team Members is added.
- The solution provides Sales and Sales Orders by Sales Team Summary and Detail reports.
- The default setting of the grouping of sales reports by sales team replaces the grouping of sales reports by sales rep.
These new settings help you calculate commissions and quotas based on the sales team. Small changes occur in the existing sales transactions and customer accounts. Instead of a single sales rep, the display shows the Sales Team subtab and marks the existing sales rep as the primary sales rep.
You can create different roles and responsibilities in the Team Selling feature. You have to define the position, the person assigned, and the description of duties. Employees get different sales roles, and all these employees make up the sales team.
You can create a Sales Team record under this Team Selling feature. You can select a group name and a group owner. You can add multiple members to this group and allocate different levels of access to the group’s events and calendar.
In this, you designate a contribution percentage to every employee in the sales team. Based on this contribution percentage and a transaction’s total amount, you can determine:
- Every employee’s commission for any closed sales deal
- A transaction’s contribution towards a quota
- The transaction’s impact on the sales forecast
For each sales team, you can assign customers, prospects, leads, and sales transactions. You have the option to change the sales role and contribution percentage later.
When you associate records of leads, prospects, and customers with the sales team, you can link each sale deal. This linkage development helps calculate commission and quota, forecast, and report sales. Thus, for every customer record, you can determine the number of sale transactions, amount, and commission earned by every sales executive.
You can also update sales executives’ membership of a sales team. Such updates can happen across multiple customer accounts. You can perform three different types of updates on sales team members:
- You can add a sales team member to a customer account.
- You can remove a sales team member from the sales team.
- You can also replace one employee with the other.
Similarly, you can make changes to transactions or customer records that relate to changes in sales teams. For example, if you change a sales team member, role, or contribution percentage, these changes can be applied to the customer record if you check the Update Customer box. Similarly, if you check the Update Transactions box, the changes made in Sales Teams are also applied to the transactions.
The Team Selling feature on NetSuite allows you to add sales representatives as non-primary and with 0% contribution percentages. For the employees added to non-sales rep roles, you need to enter the contribution percentage.
Benefits of Team Selling feature of NetSuite
Sales teams are the group of employees that contribute to closing a sale. Their contribution depends on the role you assign to support the sale’s closure. The Team Selling feature of your NetSuite solution makes this process smoother and more manageable.
You have the option to add any number of employees to the sales teams. These employees can have different contribution percentages associated with them. Thus, the feature helps you know every person’s contribution to the sale to determine the compensation. You can ensure efficient compensation management with the Team Selling feature in NetSuite.
When used along with the Employee Commissions features, the Team Selling feature enables you to determine the commission generated by a transaction. The commission calculation also helps in the determination of sales forecasts and sales pipeline.
Thus, you can track revenues earned by different members of the sales team, be it a sales representative, sales engineer, sales manager, or anyone else who contributes to managing and closing a deal.
What does Cloudiotech do?
For solving any of your doubts or queries about Team Selling feature of NetSuite, you can ask us. We, Cloudiotech, are a prominent vendor of NetSuite services in the UAE and US. We help you with NetSuite implementation, integration, customization, and training services.
Partnership with Cloudiotech will give you access to expert NetSuite consultants with experience in varied industry sectors. Our expert NetSuite consultants guide you in the optimum use of NetSuite solutions for your business’s benefits. We understand your requirements to fit the solution to your business models, processes, and people.
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