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 ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.