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What can revenue operations do to help the situation where finance wants to start an approval process for discounts being applied too broadly to too many accounts, but sales reps are upset about it?

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2 Answers
Finance / Revenue Ops Alignment
  1. Tyler Will
    Tyler Will

    Intercom VP, Revenue Operations | Formerly LinkedIn • 10mo

    In this situation, RevOps should play the bridge role between Sales and Finance. More than any other function in your company, you can explain both sides of the situation and help find an acceptable solution. I would make sure that I: Understand sales reps' objections to the discounting approval process. Do they object to any oversight at all? Do they object to the broadness and level of effort required to answer questions from Finance on discounts? Do they believe the approvals process is too s ...Read More

    483 Views
  2. Bridget Hudacs
    Bridget Hudacs

    Knowledge Vortex Salesforce Functional Analyst • 1y

    In my experience, Finance requesting the additional work of monitoring Sales is more indicative of a need for understanding than control. Look into the root cause(s) of why the discounts are being broadly applied from the sales side: Is it a pricing discrepancy with the market? Is it a training issue with the reps? Is it an outcome of how comp plans or sales quotas are structured? Is it a sales strategy? (ie having a List Price, which no one ever actually pays) Once you understand the background ...Read More

    825 Views

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