Revenue Control systems (see e.g. https://blog.stratinis.com/revenue-control-continuous-incremental-profit-improvements) are very efficient ways of improving pocket prices and thus profitability in most B2B industries. But as with most things in business, it is important to not only introduce a new system but also getting the people on board. When it comes to revenue control systems, the sales people are often the most important ones to get on board.

Some tips to remember when implementing revenue control with the sales team:

• Demonstrate how the system is easy to use and often gives them better information about their customers and deals
• Ensure that the process doesn't take longer than today, nor takes so much time to get approval that deals are lost. Ideally, use the revenue control system to speed things up so sales people feel they can close faster.
• Equip the sales team with value arguments and negotiation techniques, so they feel comfortable presenting prices and increases to the customers.
• While some parts of the revenue control system might feel like a black box, generally communicate as much as possible internally (externally is a different matter)
• Repeat internally that revenue control helps improve profitability and is for the good of the company
• Train, train, train in value selling and value argumentation
• Differentiate approval workflows so only those prices that really need it (i.e. they are low) go through elaborate approval. Good prices (read: high) should be auto-approved with a minimum impact on time and effort.

We have helped customers in a variety of industries implement revenue control systems and generally see payback in less than 3 months. Get in touch and learn how we can help your company.