How to Enable Opportunity Splits in Salesforce

Opportunity Splits in Salesforce let you credit more than one team member on a single deal, so revenue and recognition are shared fairly across everyone who helped close it. To turn the feature on, add the people involved to the Opportunity Team, then enable Opportunity Splits from Setup. Salesforce ships two split types out of the box — revenue splits that must total 100% and overlay splits that can exceed 100% — and you can add custom split types on your own currency or numeric fields.

Opportunity Splits are available in Performance, Unlimited, Enterprise, and Developer editions, and all the steps below use Lightning Experience.

Key takeaways

Set up the Opportunity Team first. Splits can only be assigned to users who are already on the opportunity's team (the feature once called the "Sales Team").
Two default split types ship with the feature: revenue splits (must total exactly 100%) and overlay splits (can add up to any percentage).
Custom split types let you track credit on any currency or numeric field, such as a services or margin amount.
Enabling splits triggers a background recalculation of every existing opportunity; on large data volumes this can take a while, and Salesforce emails you when it finishes.
Splits roll up into reports and forecasts, giving managers an accurate, shared view of pipeline and quota attainment.

What are Opportunity Splits in Salesforce?

An Opportunity Split records what share of a deal's amount each team member is credited with. Without splits, 100% of an opportunity's value sits with a single owner, which understates the contribution of co-sellers, solution engineers, product specialists, and partner managers who help win complex deals.

Salesforce supports three flavours of split:

Revenue splits divide the actual deal amount between credited reps and must total 100%. Use these when commission or quota credit is shared.
Overlay splits credit supporting roles whose contribution sits on top of the deal. They can total any percentage, so a sales engineer and a partner manager can each receive credit without reducing the closer's number.
Custom splits are split types you create on a currency or numeric field to model anything else — services revenue, hardware margin, or a regional allocation.

How do you set up the Opportunity Team first?

Opportunity Splits build on the Opportunity Team (formerly the "Sales Team"), so enable team selling before anything else.

From Setup, open the Object Manager path for opportunity teams.
Turn on Team Selling and choose the opportunity page layouts that should show the Opportunity Team related list.
Save, then add team members to a sample opportunity so you have people to share credit across.

Setup
  -> Object Manager
    -> Opportunity
      -> Opportunity Team / Team Selling Settings
        -> Enable Team Selling
        -> Select opportunity page layouts
        -> Save

How do you enable Opportunity Splits in Lightning Experience?

Once the Opportunity Team is live, switch on the splits feature.

From Setup, use Quick Find to open Opportunity Split Settings.
Click Set Up Opportunity Splits.
Confirm the two default split types — revenue and overlay — and rename or deactivate them if your process needs different labels. (They cannot be deleted.)
Add the Opportunity Splits related list to the opportunity page layouts, then Save.
Salesforce starts a background recalculation; you will receive an email when it completes.

Setup
  -> Quick Find: "Opportunity Split Settings"
    -> Set Up Opportunity Splits
      -> Confirm / rename default split types (Revenue, Overlay)
        -> Add "Opportunity Splits" related list to page layout
          -> Save

Revenue vs overlay vs custom splits: which should you use?

The split type you pick decides whether percentages are forced to balance and what kind of credit you are tracking.

Split type	Totals rule	Based on	Best use case
Revenue split	Must total exactly 100%	Opportunity Amount	Sharing commission or quota credit between co-sellers
Overlay split	Can total any percentage	Opportunity Amount	Crediting supporting roles (sales engineers, partner managers) on top of the deal
Custom split	You decide per split type	Any currency or numeric field	Tracking services revenue, margin, or a regional allocation

To create a custom split type, click New in Opportunity Split Settings, pick the currency or numeric field to split on, and set whether that type must total 100%.

What happens to your data when you enable splits?

Turning Opportunity Splits on is not just a settings flip — Salesforce writes a default split record onto every existing opportunity, assigning 100% of each revenue split to the opportunity owner. That backfill runs as a background recalculation.

On small orgs it finishes quickly; with large data volumes (hundreds of thousands of opportunities) it can take a while.
You get an email notification when the recalculation completes.
Adding, removing, or changing a split type later triggers the same recalculation, so schedule those changes during quieter periods.
Splitting works on the standard Opportunity Amount field and on any custom currency or number fields you enable.

How do Opportunity Splits affect reporting and forecasting?

Splits are only useful if they surface in the numbers managers watch.

Reporting: use the Opportunity Splits report type to see credited amounts per team member, then group by user or role to validate quota attainment.
Forecasting: when Collaborative Forecasts is configured for splits, each rep's forecast reflects their credited share rather than the full deal, which removes double-counting across the team.
Pipeline hygiene: because splits depend on accurate ownership and stages, they pair well with disciplined Salesforce lead management and the broader productivity gains a well-run Sales Cloud delivers.

If you are still deciding which Salesforce product fits your team, our guide on the difference between Sales Cloud and Service Cloud is a good place to begin, and our Salesforce consulting team can configure splits, forecasting, and reporting end to end.

Frequently Asked Questions

What edition of Salesforce do I need for Opportunity Splits?

Opportunity Splits are available in Performance, Unlimited, Enterprise, and Developer editions in Lightning Experience. If your org runs a lower edition, the Opportunity Split Settings page will not appear in Setup.

Do I have to set up the Opportunity Team before enabling splits?

Yes. Splits can only be assigned to users who are already members of the opportunity's team, so enable Team Selling (the Opportunity Team, formerly the "Sales Team") first. Without team members there is no one to share credit with.

What is the difference between a revenue split and an overlay split?

A revenue split divides the deal amount and must total exactly 100%, so it suits shared commission or quota credit. An overlay split credits supporting roles on top of the deal and can total any percentage, so it never reduces the closer's number.

Can I create custom Opportunity Split types?

Yes. In Opportunity Split Settings you can add custom split types on any currency or numeric field — for example services revenue or margin — and decide whether each custom type must total 100%.

Will enabling Opportunity Splits change my existing data?

Enabling splits runs a background recalculation that adds a default split (100% to the owner) on every existing opportunity. With large data volumes this can take a while, and Salesforce emails you when it finishes; changing split types later re-runs the same process.

How do Opportunity Splits show up in reports and forecasts?

Credited amounts appear through the Opportunity Splits report type, and when Collaborative Forecasts is set up for splits, each rep's forecast reflects their credited share instead of the full deal amount, which prevents double-counting.