How to Set Up Team Selling in Horilla CRM

Modern sales processes are rarely handled by a single person. Deals often involve sales reps, pre-sales consultants, managers, and support teams working together. Team Selling in Horilla CRM is designed to support this collaboration by allowing multiple users to work on the same opportunity with clearly defined roles and access levels.

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With Opportunity Teams and Default Teams, organizations can standardize collaboration, improve visibility, and ensure the right people are involved at every stage of the sales cycle.

This blog walks you through:

• Enabling Team Selling
• Creating Opportunity Teams
• Setting default teams
• Adding teams and members to opportunities

What Is Team Selling in Horilla CRM?

Team Selling allows you to associate a group of users with an opportunity instead of assigning it to just one owner.

Each team member can have:

• A defined role (Sales Rep, Manager, Pre-Sales, etc.)
• A specific opportunity access level
• Visibility in reports, list views, and related lists

Once enabled, Opportunity Teams become available across the CRFsalesM and can be reused for faster opportunity setup.

Enabling Team Selling

To start using Opportunity Teams, Team Selling must first be enabled by an administrator.

Steps to Enable Team Selling

1. Navigate to Settings using the gear icon in the top navigation bar.
2. Go to Opportunity → Opportunity Team Settings.
3. In the Team Selling Setup page, toggle Team Selling to Enabled.

Once enabled:

• Opportunity Teams can be created
• Default teams can be assigned.
• Teams can be added directly to opportunities.

This activation makes team collaboration available throughout the application.

Creating Opportunity Teams

After enabling Team Selling, users can create reusable Opportunity Teams.

Accessing Opportunity Teams

1. Open My Settings from the user profile menu.
2. Select Opportunity Team from the left panel.

If no teams exist yet, you’ll see an empty state prompting you to add a new team.

Creating a New Opportunity Team

Click Add New to open the Create Opportunity Team form.

Fields Explained

• Team Name (Required)
  A unique name to identify the team.
• Description
  Optional details explaining the team’s purpose.
• Add Members
  For each member, select:
  • User
  • Team Role
  • Opportunity Access Level

Use + Add More to include multiple members in the same team.

Once configured, click Save to create the Opportunity Team.

These teams can now be reused across multiple opportunities.

Adding a Default Team to an Opportunity

1. Open an Opportunity record.
2. Navigate to the Related Lists tab.
3. Select Opportunity Team.
4. Click Add Team.

This opens the Add Default Team modal.

Add Default Team Form:

• Select Team (Required)
  Choose from the list of previously created Opportunity Teams.

Click Save to attach the default team to the opportunity.

Once added, all members of the selected team become associated with the opportunity instantly.

Adding Opportunity Members Manually

In addition to default teams, you can add or extend team members directly on an opportunity.

Steps to Add Members

1. From the Opportunity → Related Lists → Opportunity Team section.
2. Click Add Members.

This opens the Add Opportunity Members modal.

Fields Available

• Select Team Members
• Select Team Role
• Select Opportunity Access

Use + Add More to assign multiple members at once, then click Save.

This approach is useful when:

• A specific expert is needed for one deal
• Temporary collaboration is required.
• Roles or access levels differ per opportunity.

Viewing and Managing Opportunity Teams

Once a team or individual members are added to an opportunity, they are displayed under the Opportunity Team related list within the opportunity record.

From this section, users can:

• View all assigned team members along with their designated roles
• Understand ownership and responsibility at a glance.
• See role-based participation, such as Sales Rep, Lead Qualifier, or Opportunity Owner.

Editing and Removing Team Members

Horilla CRM also allows full control over opportunity team members directly from this view:

• Edit Member Details
  Users can update a team member’s role or access level using the edit option available in the Actions column.

• Remove Members
  If a user no longer needs to be part of the opportunity, they can be removed instantly using the delete option.

These actions make it easy to keep opportunity teams accurate and up to date as deals evolve.

Benefits of Team Selling in Horilla CRM

• Improved Collaboration
  Multiple stakeholders work together seamlessly.
• Clear Role Definition
  Everyone knows their responsibility in the deal.
• Faster Opportunity Setup
  Default teams eliminate repetitive configuration.
• Better Access Control
  Members see only what they are permitted to access.
• Enhanced Reporting
  Team-based insights improve forecasting and performance tracking.

Conclusion

Team Selling in Horilla CRM transforms opportunities from individual efforts into collaborative success stories. By enabling Opportunity Teams and using Default Teams, organizations can standardize their sales process, reduce manual effort, and ensure the right people are involved at the right time.

Whether you’re managing simple deals or complex enterprise opportunities, Team Selling helps your sales team work smarter—together.