Shaking up a Sales Region

Client Challenge

Our client, the sales director of a successful and profitable publicly listed company with more than 3,000 employees, had a dark spot on his sales map. A price war, triggered by a competitor’s ruthless claim to market share and stoked by a lack of internal coordination in sales, was raging in one of the company’s sales regions. The region did not have the critical size to withstand the pressure over the long term; and yet, profitable growth was high on the company’s agenda.