Approval routing for pricing
Send every discount and non-standard term to the named approver with the deal context attached, instead of leaving it in a reply thread for three days.
Tools
Salesforce CPQ, Salesforce, Clari, Loopio
Outcomes
No discount sent without an approver • One approver named per exception • Deadlines visible to the rep • An escalation path agreed in advance
Documentation
Instruction-ready detail below
A discount request goes out at four in the afternoon on a Friday, nobody answers, and the quote either ships Monday at the old price or the deal waits another week. This workflow routes the exception instead of forwarding an email thread. It reads the requested discount or term off the quote, matches it against the approval limits the team has already agreed, and names the one person who can decide at that level. The request arrives with the deal value, the close date, the deadline, and what happens if nobody answers, so the approver can decide from one reading rather than opening three files. An exception above every limit on file goes to whoever owns the exception policy itself, with the reason the deal needs it. Requests left unanswered past the deadline escalate along a path the team set in advance rather than waiting for somebody to notice. A human still decides whether the discount is worth the precedent, and who absorbs it. The workflow moves the request; it does not make the trade.