Salesforce implementation for a Paper products Manufacturing Company — Part 2
Implementing discount management in Salesforce
One of the most effective methods to increase sales is discounts, because they encourage large order volumes and customer retention.
But, this can become a problem - Overly generous discounts can lead to low profits, and undervalued products.
To avoid this, some companies purchase special discount management software to manage the process - They don’t come cheap, and it’s yet another system for employees to learn.
With Salesforce, you can build a discount management system based on any complexity of criteria. No need for a separate discount management system.
But, this can become a problem - Overly generous discounts can lead to low profits, and undervalued products.
To avoid this, some companies purchase special discount management software to manage the process - They don’t come cheap, and it’s yet another system for employees to learn.
With Salesforce, you can build a discount management system based on any complexity of criteria. No need for a separate discount management system.
Setting up automations for discount approval
We implemented a discount management system for our client, IPC, as part of our Salesforce implementation for the paper products manufacturer.
In this article, we only consider a part of the system - Discount Approval on opportunities in 1 sales direction.
The approval process is invoked when the quote on the opportunity goes to the stage “Needs Review”.
The max discount allowed, and the approver assigned at that branch depend on 2 factors:
For the sales direction “Not home”,
1.For a first time customer, if the discount offered by the sales agent :
In this article, we only consider a part of the system - Discount Approval on opportunities in 1 sales direction.
The approval process is invoked when the quote on the opportunity goes to the stage “Needs Review”.
The max discount allowed, and the approver assigned at that branch depend on 2 factors:
- the Sales direction - “Not home”, “For home” or “Paper Based”.
- if the client is a first time client or not
For the sales direction “Not home”,
1.For a first time customer, if the discount offered by the sales agent :
- on all the items in the quote is below 50%, it is automatically approved;
- on at least one of the items is 50 - 69%, it is sent to the Commercial director;
- on at least one of the items in the quote is 70% and above, it is sent to the assistant director.
- on all the items in the quote is below 20%, it is automatically approved;
- on at least one of the products is 20 - 60%, it is sent to the Sales manager ;
- on at least one of the products is 61% - 69% , it is sent to the Commercial director;
- on at least one of the goods in the quote is 70% and above, it is sent to the CEO.
When a quote is sent for approval, the quote stage automatically changes to “In Review”, and the approver receives a notification that approval is required on a quote.
If the discount is approved, the quote stage is changed to “Approved”.
If approval is not granted, the quote goes back to “draft stage”, and the opportunity owner can offer another discount percentage.
Flow for the approval process for the sales direction “Not home”.
Summary
With the implementation of a discount management system, management can be rest assured that all granted discounts are within reason, and that they will not affect profits.
They can also grant personalized discounts, keeping every single customer happy.
We can drill down into complex business processes and digitize them for its convenience. If you need Salesforce CRM implementation or migration to Salesforce, contact us. Our experts will help you to implement it quickly and efficiently.
With the implementation of a discount management system, management can be rest assured that all granted discounts are within reason, and that they will not affect profits.
They can also grant personalized discounts, keeping every single customer happy.
We can drill down into complex business processes and digitize them for its convenience. If you need Salesforce CRM implementation or migration to Salesforce, contact us. Our experts will help you to implement it quickly and efficiently.