The Forces against Change
There are several reasons why companies find it hard to maintain an up-to-date alignment.
Realignment Disrupts People's Lives
A national review and redesign of sales territories may result in the relocation of salespeople. Salespeople do not always welcome relocation. The uprooting leads to a new social environment, possibly new schools for children, and a new job for the spouse. Even without a relocation, a realignment requires a salesperson to call on new and unfamiliar customers and prospects. Rapport must be established with the buyers for these accounts. Moving a single account between territories can be seen by one salesperson as losing the best account and by the other salesperson as gaining the worst. Also, territory ...