Team selling
Add a deal team to an opportunity, assign sales roles, and split credit so team-sold deals divide compensation fairly.
Big deals are rarely closed alone. Pact lets you attach a deal team to any opportunity so everyone who moved the deal forward is on the record — and so compensation credit reflects who actually did the work.
Build a deal team
You add a deal team from the deal detail page. Open the opportunity, find the deal team panel, and add the people who contributed. Each member you add carries a team role that describes their function on the deal:
| Team role | Who it's for |
|---|---|
| Account executive | Owns the deal and the customer relationship |
| Solution engineer | Handles technical validation and demos |
| CSM | Brings the post-sale and renewal lens |
| Legal | Reviews contract terms and redlines |
| Partner | An external or channel collaborator |
| SDR | Sourced or qualified the opportunity |
| Executive sponsor | Provides senior air cover and escalation |
Team role is not a permission role
A member's deal-team role is a sales function — it describes what they did on the deal. It is separate from a user's RBAC permission role, which governs what they can do across Pact. Adding someone to a deal team does not change their access.
Credit splits and member details
Each team member can carry a few extra attributes:
- Credit split percentage — the share of the deal's credit attributed to this member.
- Is-primary flag — marks the lead owner of the deal.
- Notes — free-form context on the member's contribution.
The split percentages are what make team selling fair at quota time. When a deal is team-sold, the credit divides across members according to their splits rather than landing entirely on one owner. Those same splits feed compensation credit attribution, so a rep who carried 40% of a deal sees 40% of its credit in their numbers.
Seeing your deals
A user can view the deals they're on the team for, so reps always have a running picture of everything they're contributing to — not just the deals they personally own.
See how deal-team splits flow into commission and attainment.
Sharing rulesControl who can see the records behind a team-sold deal.
DealsManage the opportunities your deal teams work.