Team selling has to be enabled at the org level before any user can build a team. Once it is on, every user configures their own default team and adds members ad hoc to individual opportunities.
- Enable Team Selling
Setup, Feature Settings, Sales, Team Selling, Opportunity Team Settings. Flip Enable Team Selling on. This adds the Opportunity Team related list to every page layout that already shows the Opportunity object's standard related lists.
- Define Opportunity Team Member roles
Setup, Feature Settings, Sales, Team Roles. The default picklist ships with Account Manager, Sales Engineer, Sales Manager, and Lead Qualifier. Add or rename to match your sales motion. Going past 25 roles makes the picklist unmanageable; consolidate before you add more.
- Configure your default team
Each user does this themselves under their Personal Settings, Advanced User Details, Default Opportunity Team. Add up to ten members, pick a role and access level per row, and choose whether the team auto-applies on Opportunity creation.
- Add members to a specific deal
Open the Opportunity, scroll to the Opportunity Team related list, click New. Pick the user, role, and access level. Save. The OpportunityShare row is created in the same database transaction as the OpportunityTeamMember row.
- Report on team members
Use the standard report type Opportunities with Sales Team. Group by Team Member Role to see deal volume by role, or by User to see workload per person. Add a Closed filter to compare pipeline against won revenue per SE or AM.
Read Only or Read/Write. Read/Write lets the team member edit fields they have field-level access to, but does not grant ownership transfer rights.
When a user edits their default team, this checkbox decides whether the change retroactively populates open deals or only applies to future opportunities.
Customizable. Restricted picklist behaviour applies; users see only the role values you publish in the picklist.
Controls whether the team member's name and role show in the page header as a co-owner card on the Lightning record page.
- Team membership grants Opportunity access only. The parent Account, related Contacts, and child Quotes follow their own sharing rules.
- Default Opportunity Teams are per-user. An admin cannot push the same default to a whole department without flow or Apex.
- Opportunity Splits filter the user picklist to team members. Add the user to the team first or the split UI hides them.
- The legacy Sales Team label still appears on the standard report type even though the feature was renamed Opportunity Team.
- Deleting an Opportunity owner without reassigning first orphans the team; the rows persist but no one can edit them.