Instructor
Justin Muscolino
Pricing and discounting decisions are critical levers for driving revenue while maintaining profitability. Sales managers need to understand the financial impact of these decisions to balance short-term sales goals with long-term business sustainability.
The session begins by introducing key financial principles relevant to pricing, including contribution margin, gross margin, and the cost-to-serve concept. Participants will learn how discounts affect profitability, cash flow, and margin performance.
Next, the course explores practical frameworks for managing pricing discipline. Participants will learn how to set discount thresholds, evaluate customer requests, and implement approval processes for exceptions. Real-world examples demonstrate how thoughtful discount management supports both revenue growth and profitability.
The course also covers communication and enforcement strategies. Sales managers will learn how to educate their teams on pricing guardrails, justify discount decisions, and align incentives with business objectives. Participants will gain tools to monitor discount usage and track financial performance at the customer, product, or deal level.
Finally, the session emphasizes integrating pricing discipline into regular sales management routines. By understanding the financial implications of pricing decisions and applying structured approaches to discounts, sales managers can protect margins, optimize revenue, and strengthen financial outcomes.
By the end of the course, participants will confidently apply pricing principles, manage discounts effectively, and communicate the financial impact of their decisions to teams and executives.
Revenue growth is a primary goal for sales teams, but unchecked discounting or inconsistent pricing can hurt margins and company profitability. Sales managers often face pressure to close deals, but decisions made without financial awareness can have lasting negative consequences.
This session helps participants understand the financial impact of pricing and discounting decisions. You’ll learn how to establish discount guardrails, evaluate exceptions, and make decisions that support both sales targets and profitability goals.
The course emphasizes practical, actionable strategies. Participants will see how pricing discipline improves negotiation outcomes, protects margins, and aligns the sales organization with overall business objectives. Real-world examples show how proper discount management can prevent margin erosion while maintaining competitive advantage.
By the end of the session, sales managers will be able to apply financial reasoning to pricing decisions, establish guardrails for discounts, and communicate financial implications effectively to their teams and leadership.
