Why ignoring this concept is costing you money and what to do about it.
Let’s face it, sales professionals come and go, but territories tend to be permanent.
If you think about it, even if we divide up a territory into smaller pieces, or recombine multiple territories in some fashion, the individual targets within them stay the same. Therefore, I would argue that territories are permanent even when the deck is re-shuffled. So, as I like to say, shame on me if my territories are not stronger, warmer and better defined a year from now than they are today.
There are two reasons why this is important: