The share of invoiced lines whose discount sits within a point below the approval threshold. A large cluster means reps price to the threshold rather than to the deal, and the threshold has become the price. Read with the win-rate curve by discount band, which usually flattens well below it.
The discount band beyond which win rate stops rising. The threshold belongs there, per product line.
A lower threshold generates approvals. The report says how many a month before the policy changes.
The share of invoice lines whose discount falls within one point below an approval threshold.
Approval is needed above 15 percent. Of 8,000 discounted lines, 2,900 sit between 14 and 15 percent: 36 percent. The threshold has become the price.
Thresholds set at round numbers and never reviewed. Reps learn the number, and the average discount drifts up to it.