In a dynamic sales environment, you want to give your sales team as much freedom as possible to close deals. At the same time, your organization must maintain a grip on margins and credit risks. A system that is too rigid slows down sales, but a system that is too lenient introduces unnecessary risks. The answer to this dilemma? Digital approval flows.

By building smart thresholds into your Order Entry process, you ensure that 90% of orders flow directly into the ERP, while the critical 10% are reviewed by a manager first.

In short: Control without the delay.

Margin Thresholds: Set triggers for manual price adjustments that require approval.

Credit Limits: Automatically flag or block orders from customers with overdue payments for review.

Real-time Notifications: Managers receive instant alerts on their smartphones to approve orders on the go.

Audit Trail: Maintain a precise log of who approved an exception, when, and why.

Why Approval Flows are Essential

Without an automated flow, the responsibility for spotting exceptions rests entirely on the back-office team. They have to manually verify if a discount is permitted or if a customer is still creditworthy, followed by internal calls to get the green light. This process can take hours, sometimes even days. A digital flow automates this: the order is "parked," and the right person is immediately notified to take action.

"Approval flows should not be seen as a vote of no confidence, but as a digital safety net. It allows the sales team to negotiate sharply, while the organization has the certainty that every exception is a deliberate choice."

Wesley Regtuit, Business Line Manager at PLGGR

The 3 Most Common Flows in B2B

In a modern Order Entry system like PLGGR, you can configure various flows:

The Margin Flow: If a representative offers a discount that falls below the minimum margin for a product category, the order is routed to the Sales Manager.

The Credit Flow: If a customer has outstanding invoices exceeding a specific amount, the order is blocked for the finance department’s review, regardless of who entered it.

The Assortment Flow: For scarce products or items requiring specific allocation, a flow ensures that inventory is distributed fairly.

Maintaining Speed with Mobile Approvals

The biggest fear with approval flows is that an order will get "stuck." This is why mobile integration is crucial. A manager on the move should be able to approve or reject an order (including a reason) with a single tap. This ensures the customer remains unaware of the internal process, and logistics can get to work immediately.

Conclusion: Trust is Good, Control is Better

Approval flows in Order Entry aren't meant to hinder sales; they are designed to protect the organization. They give management peace of mind that no loss-making orders slip through, while providing the sales team with the tools to negotiate within healthy boundaries.

Do you want to regain control over your order exceptions? Discover how our configurable approval flows protect your organization without slowing down your sales process. Book a 20-minute demo call, and we’ll show you how to set up these flows for your team.