10min chapter

Run the Numbers cover image

E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations

Run the Numbers

CHAPTER

Navigating Sales Discounts and Incentives

This chapter explores the intricacies of managing discount approvals in sales while balancing representative autonomy with managerial oversight. It emphasizes the significance of understanding customer needs in discount decisions, the strategic use of spiffs for sales incentives, and how to assess representative productivity through various metrics. The discussion also delves into the need for adaptability in revenue operations, sharing insights from real-world experiences in business planning.

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