Team, roles and access
Who should approve a discount in a manufacturing business?
Set a band per role: the salesperson quotes the book, a sales head approves a defined slab below it, and anything deeper goes to the owner. Approval by phone call is not approval, because nothing survives the call.
In short
Set a band per role: the salesperson quotes the book, a sales head approves a defined slab below it, and anything deeper goes to the owner. Approval by phone call is not approval, because nothing survives the call.
Owners often keep every rate decision themselves, which is safe and slow. The result is that the salesperson commits verbally and asks afterwards, which is the worst of both worlds.
Bands solve it. Each level has a limit, and each approval is recorded against the quotation with the reason and the approver's name.
Within a month the pattern of deviations tells you something useful: which customers always push, which products are mispriced in the book, and which salesperson discounts by habit.
Related questions
System of Marketing & Sales
Put enquiry to dispatch on one governed line.
Tell us how your plant sells today. We'll show you where the line breaks and what it takes to close it.