Team Selling with Salesforce Opportunity Teams

Objective

Applies To

• Outreach Admins
• Outreach Users

Overview

Team Selling with Salesforce Opportunity Teams allow customers to easily bring in their Salesforce Opportunity Team setup into Outreach, along with the underlying Opportunity record, and set it up for Team Selling motions inside Outreach including the ability to split opportunities.

Appropriate access permissions of the Opportunity Team members and their team member roles are brought forward and applied automatically to the record. Additionally, the Opportunity Team members are also given appropriate access to features as defined in the Default Profile.

Admins can optionally also use Content Governance to set up, manage and share access to Sequences, Templates and Snippets to these Opportunity Team members.

Team Selling with Salesforce Opportunity Teams makes it easy for our Salesforce customers to use their CRMs as the source of truth, and the single management point, on how they want to organize their Team Selling motions.

Setup

CRM Enablement

Setting up Team Selling with Salesforce Opportunity Teams is as easy as setting up the object in your CRM plugin. To do this, navigate to Administration Settings > Integrations > CRM

Once there, select the Salesforce Opportunity team member object and map it to the Outreach Opportunity team object.

Like any other CRM objects, set up your Opportunity team sync to best suit your organizational needs, including the actions and fields you want to bring forward from your CRM. Unless you have a specific business reason, always set up all three create, update and delete actions.

Profile permissions

For new users that are brought in for the first time, CRM sync will assign the Default profile. RBAC permissions set up with the Default profile will be enforced automatically.

Existing users, who have been brought in through a previous sync or created manually, will continue to have their existing profiles.

If you want to give some specific members different Profiles, it is no different than assigning profiles. You can do so by going to Administration > User Management > Users > Select the user or users you want to assign a different Profile > Click ‘Assign profile’ > Choose and save the Profile. Once assigned, the user will remain associated with that profile through subsequent syncs. Learn more about assigning Profiles.

Content Governance

Content Governance customers can, optionally, associate Collections with Opportunity Teams. Once associated, Content Governance content permission rules are automatically enforced for the members in those Opportunity Teams just like any other Team in Outreach.

To set up Content Governance for Opportunity Teams, navigate to Administration > User Management > Groups > Opportunity teams > Select one or more Opportunity Teams that you want to use with Content Governance

The individual Opportunity Teams will show members and other properties as-is from Salesforce:

Opportunity Teams are like any other Teams. To assign Collections, go to Settings > Collections > Assign relevant Collections > Save

Note that all other aspects of Content Governance apply. For example, if you have not set up Content Governance for your Default profile, you’d need to change the user Profile for the relevant users to a Profile that has it enforced. Learn more about Content Governance.

Interplay with Multi-User Assignment

Team Selling with Opportunity Team doesn't replace Multi-User Assignment. It is simply a mechanism to bring forward your existing Opportunity Team set up from Salesforce and use them directly in Outreach along with all of Outreach's features. This gives an easy transition, setup and familiarity for sellers who are already using Opportunity Teams in Salesforce. It also eliminates admin burden by automating team management fully with Salesforce as the source of truth.

Multi-User Assignment is Outreach first and Outreach only. If you are a non-Salesforce organization you can set up Opportunity Team Selling entirely in Outreach using Multi-User Assignment. If you are a Salesforce organization you can also use Multi-User Assignment to create additional Opportunity Teams which live in Outreach only.

Both tools are available to you to use as you need to best suite your selling setup.

End User Experience

Once the Admin has set up the CRM sync and any relevant Content Governance permissions, end users do not need to take any additional steps. They can simply navigate to their Opportunity and have access to them according to the access level given to them in Salesforce.

We are making some additional end user experience enhancements, as detailed below.

Opportunity Sidebar

For Opportunities that have an Opportunity Team assigned, the membership will be represented in the sidebar, along with the relevant membership roles.

For example, in the screenshot below Bella, Arthur and Alex are all part of the Opportunity Team assigned to BTP Opportunity. All of them will see the sidebar experience and can hit ‘Manage’ to find more details about their team (details in the next section). They can’t however change membership. Membership continues to be managed in Salesforce.

Assigned Collaborators

The new membership roster dialog is a single point of management of all users that have been directly associated with the record and can be launched by hitting ‘Manage’ on the Opportunity sidebar.

The dialog provides valuable information to the members, including the owner of the record, member roles of individuals etc.

While users synced in from CRM Opportunity Team cannot be modified, they can be made owners of the record. Additional users, however, can be added and removed. Users need Edit permission on the Opportunity to be able to change memberships. Check FAQ for more information.

Job Roles

Users associated with the Opportunities can also have specific Job Roles.

1. For CRM users, their Job Role is equivalent to their Salesforce Opportunity Team Membership Role. These can be different for different Opportunity Teams.
2. For Outreach users, their Job Roles are the ones explicitly assigned to them by their Admins (by going to Administration > User management > Users > Job Roles). These users have the same Job Role across all Opportunity they are assigned to but are treated as a fallback in case a Job Role wasn’t assigned to the user in Salesforce.

Transferring ownership

Users with edit permissions can update the Owner of the Opportunity. Click on ... next to a user > Transfer ownership > follow the prompts. We support bi-directional owner sync, so ownership changes will reflect to CRM.

FAQs

Does this replace Multi-User Assignment?
No. Existing Multi-User Assignment customers can continue to use their existing setup. However, note the change in the user experience described above. Customers are encouraged to use Team Selling experience through Opportunity Team, Account Team Membership or Multi-User Assignment as appropriate for their business workflows.

What default permissions are assigned to the Opportunity Team members?
For the Opportunity itself, we apply whatever none/read/read-write permission provided in Salesforce. For all other permissions, Outreach will apply the Default profile automatically.

What if I want to change the Profile assigned by default?
In this release, it is not allowed to change the default profile. You can however manually change the user Profile once the Opportunity Team has been synced into Outreach.

Can I create Opportunity Teams manually inside Outreach only?
Yes. If you do not wish to sync Salesforce to manage Opportunity Teams, you can assign users to Opportunities directly within Outreach using Multi-User Assignment. Note that any additional collaborators will be in Outreach only and won’t be synced back to your CRM. Learn more about Multi-User Assignment.

Can I manually manage Salesforce Opportunity Team membership inside Outreach?
No. We are only supporting forward sync only in this release. Opportunity Team members with Edit permissions are allowed to add additional members on top of the Salesforce membership through Multi-User Assignment (if the feature has been enabled by their admin). They cannot however remove any member who have been synced in as part of Salesforce Opportunity Teams membership.

Does this replace Multi-User Assignment?
No. Existing Multi-User Assignment customers can continue to use their existing setup. However, note the change in the user experience described above.

Customers are encouraged to use Team Selling experience through Opportunity Team, Account Team Membership or Multi-User Assignment as appropriate for their business workflows.