Deal Desk Guide

this guide is for deal desk team members who review complex deals, provide pricing guidance, and ensure deal quality before final approval overview as a deal desk member, you're responsible for reviewing complex deals for pricing accuracy ensuring compliance with discount policies validating non standard terms and conditions providing guidance to sales teams on deal structure collaborating with legal, finance, and other teams maintaining deal quality standards your role in the approval process where deal desk fits sales rep submits quote │ ▼ ┌─────────────────────┐ │ deal desk review │ ← you are here │ (pricing & terms) │ └──────────┬──────────┘ │ ┌──────┴──────┐ ▼ ▼ ┌────────┐ ┌────────┐ │ legal │ │finance │ (parallel if needed) └────────┘ └────────┘ │ ▼ executive approval (for large deals) │ ▼ deal approved what routes to deal desk typical deal desk triggers trigger threshold deal amount >$100k discount level >20% non standard terms custom payment, sla modifications multi year contracts 2+ year commitments strategic accounts high value customer relationships custom configurations non standard product bundles viewing your queue deal desk pending list go to your salesforce home page find the your pending record list component filter by deal desk related approvals list view organization create custom list views to organize your queue view filter high priority amount > $500k pending >24 hours submitted more than 1 day ago non standard terms has nonstandard terms = true my region account region = \[your region] reviewing a deal standard review checklist pricing review discount within policy limits margin meets minimum requirements list prices are current bundle pricing is correct volume discounts applied correctly terms review payment terms are standard (or approved) contract length is appropriate sla commitments are deliverable termination clauses are acceptable renewal terms are standard deal structure products configured correctly services scope is clear implementation timeline is realistic support level matches customer needs documentation competitive justification provided (if needed) business case documented customer requirements captured risk factors identified reviewing approval history check what's already been reviewed open the quote record find the approval history component see prior approvals and comments taking action approving a deal when the deal meets all criteria click approve add any relevant comments pricing rationale terms modifications made conditions for approval confirm rejecting a deal when the deal doesn't meet criteria click reject provide clear, actionable feedback what specific issue(s) caused rejection what changes would make it approvable who to contact for guidance confirm example rejection comment "discount of 35% exceeds maximum of 30% for mid market accounts please reduce discount or provide vp sales pre approval contact john smith (vp sales) if competitive situation requires exception " requesting changes (edit & resubmit) if minor corrections are needed click edit (if enabled) make necessary adjustments correct pricing errors adjust terms to standard fix configuration issues click resubmit system recalculates approval requirements adding additional reviewers when to add reviewers add ad hoc approvers when you need legal review for unusual terms finance input on payment terms product management input on custom configurations regional approval for territory specific deals how to add while reviewing, click add approver search for the appropriate person add a comment explaining what you need from them submit coordinating multi team reviews for complex deals requiring multiple teams add all necessary reviewers communicate expected timeline monitor progress in approval history follow up if reviews are delayed communicating with sales providing guidance when rejecting or requesting changes be specific cite exact policy or threshold be constructive suggest alternatives be timely don't delay unnecessarily be available offer to discuss common guidance topics topic sample guidance discount limits "standard discount for this tier is 20% for 25%, need director approval " payment terms "net 60 requires finance approval consider offering 2% discount for net 30 " multi year pricing "year 2 3 should include 3% annual uplift per policy " bundle configuration "enterprise bundle requires minimum of 3 year commitment " documentation templates create standard responses for common scenarios discount exception template "discount of \[x]% exceeds standard limit of \[y]% for \[tier] customers options (1) reduce discount to \[y]%, (2) obtain \[role] pre approval, (3) provide competitive documentation for exception review " collaborating with other teams legal coordination for deals with non standard terms flag legal concerns in your review comments add legal team member as ad hoc approver share specific clauses requiring review track legal approval in the process finance coordination for deals with payment term exceptions note credit implications add finance reviewer if needed document any credit checks completed verify customer payment history executive escalation for deals requiring executive approval complete your deal desk review first summarize key points for executive strategic value risk factors recommendation executive approval typically follows deal desk managing your workload prioritization framework priority criteria target sla p1 critical >$500k, end of quarter, strategic 4 hours p2 high >$250k, customer deadline 8 hours p3 standard $100k $250k 24 hours p4 low <$100k, no urgency 48 hours daily workflow morning review overnight submissions, prioritize queue mid day process standard reviews afternoon follow up on pending items, handle escalations end of day clear urgent items, set up for tomorrow delegation when away set up delegation before pto click my delegations select a fellow deal desk member set date range provide handoff notes deal desk metrics track your performance metric target average review time <24 hours approval rate track monthly rejection rate monitor reasons re review rate minimize rework common rejection reasons track patterns to identify training needs reason category action discount policy violations update sales training missing documentation improve submission checklist configuration errors enhance product guidance terms non compliance clarify policy documentation best practices do's review thoroughly catch issues before executive review document decisions leave clear audit trail be consistent apply policies uniformly communicate proactively don't let deals sit know exceptions understand when rules can flex don'ts don't rubber stamp your review adds value don't delay sales depends on timely review don't be a blocker find solutions, not just problems don't work in silos collaborate with teams don't ignore patterns report recurring issues troubleshooting common issues issue solution can't see pending approvals verify deal desk group membership add approver not available feature may not be enabled contact admin edit button missing approver edit not enabled on process approval stuck check if waiting on other reviewers escalation path if you encounter issues check with deal desk lead contact salesforce admin review approval process configuration submit support request if needed quick reference approval thresholds (example) discount deal size approver 0 15% <$50k auto approve 0 15% $50k $100k manager 15 25% any deal desk 25 30% any deal desk + director >30% any deal desk + vp non standard terms requiring review payment terms beyond net 30 sla modifications liability cap changes custom termination rights non standard support hours price protection clauses unlimited usage rights related guides deal desk routing use case docid\ uwih3wye4e4ez7cbjvcy4 configuration details approver guide docid\ jnjfdruc4khmeak0uvqva general approver functions discount workflows docid\ uu08kacohc10hl9a1zr4n discount specific scenarios need help? contact your deal desk lead or check the troubleshooting guide docid\ sgpxdyp dpg9a9uanwlis