Hi Chris – thanks much for your feedback on territory design for sales reps. Given your comment, can you share with us the key factors to consider in case my friend’s company decides to redesign their sales territories?

Fernando,

Thanks for your comment. I don’t have much experience in sales territory management, so I appreciate your feedback.

Pete

In order to draw inferences about the sales reps , you need to understand the system of variation that contains the sales rep. population. If assignable causes exist, then you need to investigate them.

You assume that individual’s performance is the dominant source of variation, i.e. “subtle behaviors or practices”, etc. You are not considering the system where these reps operate, the nature of the process by which territories are assigned, the nature of their sales territory, the sales management process, constrains imposed by their own organization, etc. You may also consider the information provided by Chris P in the previous post.