Overview
What this template helps teams build
Department: Sales (with involvement from Finance or Sales Operations, and sometimes Executive
oversight).
Industries: Common in B2B industries like enterprise software, equipment manufacturing, or services
where sales reps have flexibility to offer custom pricing or terms. Any company with a formal process for
approving discounts, special pricing, or non-standard sales contracts would use this. For example, a SaaS
software company might require approval for any discount above 20%, or a manufacturing firm might need
VP approval for deals with low profit margin.
Purpose: To control and expedite the approval of special sales terms, such as discounts beyond a certain
level, custom contract terms, or large deals. This ensures profitability isn’t compromised and that any non-
standard terms are reviewed. Yeeflow allows sales reps or account managers to submit deal approval
requests that automatically route to the right approvers (e.g., sales director, finance, legal). The process
accelerates deal cycles by making approvals systematic, while protecting the company’s financial interests.
Workflow: A typical sales deal/discount approval process:
1. Deal Submission by Sales Rep: The salesperson enters the request via a Yeeflow form. They include deal
specifics: customer name, deal value, standard price vs proposed price or discount percentage, any special
terms (like extended payment terms, added services), and reasons/justification (e.g., “competitive situation
requires 25% discount to win”). They might attach the draft quote or proposal as well.
2. Sales Manager Approval: The first stop is usually the rep’s direct sales manager. The manager reviews if
the deal makes sense – is the discount justified and still within acceptable margin? The manager might have
guidance like only approve if margin is above X%. The manager approves if they agree with the rationale or
they might negotiate changes (e.g., “I’ll approve a 15% discount, not 25%”). If rejecting, they likely ask the
rep to adjust the quote.
3. Finance Approval: Once the manager approves, often Finance (or a Commercial Operations team) must
approve significant discounts. They double-check the profitability and whether the deal meets financial
policies. For instance, finance ensures that the discounted price still covers costs or that multi-year deals are
properly valued. They may run calculations or check if this customer has any credit issues. Yeeflow could
present them with data from pricing systems if integrated. Finance then approves or requests changes (like
“we can’t approve payment terms beyond 60 days” etc.).
4. Executive or Special Approval: Depending on thresholds, additional approvals might be needed.
Examples: if the discount is extremely high (say >40%), perhaps the VP of Sales or even the CEO must sign
off. Or if the contract has non-standard legal terms (like an unusual liability clause the customer wants), the
Legal department might be roped in to approve those terms. Yeeflow can incorporate these conditionally:
e.g., if the rep indicates “non-standard terms attached” on the form, it routes to Legal; if discount > X, route
to VP Sales.
5. Approval Outcome: If all required parties approve, Yeeflow notifies the sales rep that the deal is
approved to proceed. The rep can then send the final quote or contract to the customer, now with the
14confidence all internal approvals are done. If any approver rejects or modifies the request, that feedback
goes to the rep, who can revise the deal structure and resubmit if possible.
6. Integration to Quoting/CPQ (optional): In some setups, Yeeflow might integrate with a CPQ (Configure
Price Quote) tool or CRM. For example, once a deal is approved, Yeeflow could update the opportunity in
CRM with an “approved discount” status. Or Yeeflow can pull in data like the standard pricing automatically
when the rep fills the form (to calculate the discount %). This ensures the process is embedded in the sales
workflow seamlessly.
Example: A software company uses Yeeflow to manage approvals for any deal over \$100k or any discount
over 20%. A sales rep in Europe submits a big deal with a 30% discount to win a major client. Yeeflow routes
it: the EMEA Sales Director approves it (given the strategic importance), then Finance receives it and flags
that the 30% discount pushes the margin slightly below target. The CFO (triggered because the deal value is
high) reviews the scenario and decides to approve given the long-term strategic value, but notes to limit
certain contract terms. All this happens within Yeeflow in a day, and the rep gets the green light. Previously,
the rep would have had to chase three different leaders via email over a week. Now Yeeflow’s role-based
approval routing handles it systematically 30
. The company also integrated Yeeflow with their document
signing tool (like PandaDoc or Adobe Sign) – once the deal is internally approved, the contract is
automatically sent out for e-signature to the client (Yeeflow’s blog highlights such integrations for
streamlining sales documents) 31
. This cohesive process has made their sales cycle faster and ensured that
every big discount is reviewed for financial soundness. In short, Yeeflow helps the sales team close deals
faster while giving management control over pricing and terms.
