Complete Guide to Opportunity Splits in Horilla CRM for Sales Teams

Modern sales deals are rarely closed by a single person. Multiple contributors—sales reps, managers, and overlay teams—often work together to win opportunities. To ensure fair credit distribution and accurate revenue tracking, Horilla CRM provides Opportunity Splits, fully integrated with Team Selling.

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This blog explains the complete functionality of Opportunity Splits, covering configuration, usage, validation, and reporting, using all related system screens and workflows.

Team Selling: The Base Requirement

Opportunity Splits depend on Team Selling.

From Settings → Opportunity → Opportunity Team Settings, administrators can enable Team Selling.

When Team Selling is enabled:

• Multiple users can be added to an opportunity
• Each contributor becomes eligible for a revenue credit
• Opportunity collaboration is tracked transparently.

If Team Selling is disabled, all opportunity team data and split functionality are removed.

Enabling Opportunity Splits

Navigate to:

Settings → Opportunity → Opportunity Split Settings

Enable Opportunity Splits to activate revenue-sharing functionality across opportunities.

Once enabled:

• Opportunity Splits appear on opportunity records
• Revenue and Expected Revenue can be shared.
• Split data becomes available for analytics and forecasting.

Automatic Split Type Creation

After enabling Opportunity Splits, Horilla CRM automatically creates default split types.

Default Split Types

• Revenue – Based on Opportunity Amount (must total 100%)
• Overlay – Based on Opportunity Amount (no 100% requirement)
• Expected Revenue – Based on Expected Revenue (must total 100%)
• Expected Revenue Overlay – Overlay credit for forecasts

Each split type is mapped to a specific opportunity field and follows its own validation rules.

Controlling User Eligibility for Splits

By default:

• Only Opportunity Team members can be assigned splits
• This prevents unauthorized revenue assignment.

Administrators can optionally enable:
“Let users add members to opportunity teams while editing splits.”

This allows:

• Adding any user directly from the split editor
• Automatic inclusion of that user in the opportunity team

Accessing Opportunity Splits on an Opportunity

To manage splits:

1. Open an opportunity record
2. Go to the Related Lists tab.
3. Select Opportunity Splits
4. Click Manage Opportunity Splits

This opens the central split management interface.

Manage Opportunity Splits Modal – Field-Level Overview

Split Type Tabs

Split Type Tabs separate different credit models (Revenue, Overlay, Expected Revenue), allowing users to manage each independently.

Team Member

The Team Member field allows selection of eligible users based on the opportunity team and permission settings.

Percent

The Percent field defines the share of credit assigned to each user and enforces mandatory totals where required.

Amount

The Amount field is automatically calculated based on the opportunity value and assigned percentage.

Add / Remove Row

Add or remove rows to include or exclude contributors as team involvement changes.

Total Percentage and Amount

Real-time totals ensure percentage and amount accuracy before allowing the split to be saved.

Permission Message

A system message guides users when restrictions apply and explains how to enable broader user access.

Saving and Using Opportunity Split Data

• Click Save
• Split data is stored on the opportunity.
• Revenue credit is applied correctly.

• The Delete action allows users to remove an existing split entry, immediately excluding the contributor from revenue allocation while keeping totals updated.

Key Functional Rules Summary

• Team Selling is mandatory for Opportunity Splits
• Split types are auto-created on enablement.
• Mandatory splits must total 100%
• User access is controlled via settings.
• Validation occurs before saving.

Opportunity Splits in Horilla CRM provides a structured and transparent way to manage shared ownership in modern sales processes. By integrating seamlessly with Team Selling, the CRM feature ensures that revenue and expected revenue are distributed accurately among all contributors involved in an opportunity. Automated split types, real-time validation, and system-driven calculations reduce manual effort while maintaining data accuracy and consistency.

Beyond credit allocation, Opportunity Splits play an important role in forecasting, performance tracking, and sales analytics. With clear permission controls and reliable reporting, sales leaders gain better visibility into individual and team contributions, enabling informed decision-making and fair performance evaluation. Overall, Opportunity Splits help organizations scale collaboration, maintain data integrity, and recognize contributions effectively across the entire sales lifecycle.