‘Good on paper’ salesperson may be actually costing your company money. If you give your salespeople the ability to control pricing, they may be going below the gross margin you need to be profitable. How can you combat this?
First, set a floor price for your salespeople. Set the limit above the gross margin you need to be profitable.
Next, set incentives for salespeople to price above the floor price. If salespeople receive benefits from pricing higher than the floor price, they will be more likely to upsell.