ABSTRACT
This chapter describes two specific levers for creating sales team endorsement of pricing improvement. The first lever is the use of custom pricing guardrails to define deal-specific recommended price ranges for use by the sales team. A helpful best practice framework is introduced as a way to position this first lever within a broader pricing improvement program. The second lever is the collective pricing communication practices of a business, both internal and external to the company. The chapter discusses how sales team engagement and ownership for pricing improvement underpins both of the levers for establishing sales team adoption. Encouraging a sales team to fully embrace pricing improvement is a clear organizational change management challenge. It is the last of the three elements enumerated in Gleicher's formula that provides the basis for the custom pricing guardrails since the guardrails provide a straightforward, concrete, and short-term step for the sales team to take toward pricing best practice.
