Seven Events That Create a Need to Realign

A number of events can require minor alterations to a sales territory alignment. For example, major accounts may relocate, requiring a reassignment. Or a new account may shift from a hunter (a person who prospects for customers) to a maintenance salesperson (a person who maintains customer relationships). Occasionally, a temporary realignment may occur. For example, a sales manager may ask other salespeople to cover accounts when a salesperson leaves the company.

Major realignments usually occur every few years at many U.S. companies. Typically, major alignments are the result of an important sales force change or restructuring.

Conditions that can create the need for realignment are described below. ...

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