After a merger, the sales team inherits 2 account books and 2 sets of territory assignments. The same customer may appear in both books, sometimes under different names or with different reps listed. Other repeated entries belong to separate sites that still need their own coverage.
For sales operations, the question is which records describe the same relationship and who will be responsible for each location in the combined business. Open opportunities and ties to customers are part of that decision. A regional map needs to show those decisions clearly enough for both legacy teams to review the proposed assignments.
Reconcile the two legacy account books
Keep identities and locations distinct
Give every row a stable account ID and a location ID. Keep the original IDs from both companies in separate columns so you can trace a match back to its source. Names and street addresses help with review, but neither makes a reliable account key on its own. A company may trade under different names, and several companies may use the same building.
Choose what a row represents. For a field sales coverage map, a customer location is often more useful than a legal entity. Keep the parent account ID on those location rows so the reviewer can still see the wider relationship. If you put a parent company's full sales on every site, the regional totals will count those sales more than once. Allocate the value to locations where the records support it, or keep an account-level measure separate from location-level totals.
Resolve true duplicates in the source records before you build the final mapping file. Check the related opportunities and contacts before removing an old account. Keep a dated copy of both books and a match list that records which old IDs now belong to which common ID. Maptive lets you display the resulting records and ownership fields. Your sales team still has to decide who owns the relationship.
Keep a proposed owner column apart from the old owner columns. Add a review status, an exception reason, and an effective date where the teams have agreed to a change. Leave unresolved proposals clearly marked. An empty proposed owner should never silently become permission to reassign an account.
Put both books on comparable measures
Use the same sales period and units for both books. Check whether the numbers mean booked sales, invoiced sales, or another measure before adding them together. If one company reports revenue for a year and the other reports sales for a quarter, the longer period will make its territories look better. Correct the source file first.
Choose a workload measure alongside sales when travel and visit frequency matter. Account count can be useful, but a location that needs weekly visits creates a different assignment from one that needs a call each quarter. Keep those needs in fields the reviewer can read and, where appropriate, in a numeric workload column with a clear definition.
Record which active opportunities and named exceptions for customer ties need protection. Company rules may give one rep the future account and another rep credit for an open opportunity. Record both decisions rather than expecting a geographic boundary to explain them. Ask both legacy teams to review the measures you plan to use, especially where their sales channels worked differently. Past sales alone won't tell you whether the new rep can serve the combined book.
Import the reconciled merger workfile
In Maptive, choose Create New Map, give the map a name and an optional description, and click Continue. Use a name that includes the review date and says whether this is a proposal or an approved map. Upload the Excel file, or paste the data with its header row, then click Map Now.
Check the location fields before relying on the plotted accounts. Open Data and Categorize Data if the matching needs correction. Keep ZIP codes as text in the source file so leading zeros survive. Review sites with missing parts of their addresses and any location that appears far from its expected region. A misplaced account can change a proposed territory total and the apparent reason for moving its border.
The extra columns can remain in your map data and marker popups. That gives reviewers access to both legacy owners, the proposed owner, and the reason for an exception while they inspect the location. If a small correction is needed in Data, edit the cell and press Enter to save it. Make the same correction in the maintained source records so the next import carries it forward.
Before you start redrawing, compare the imported row count with the reconciled location list. Check common IDs as well as the total. A matching count can still hide one omitted location and one duplicate.
Expose assignments before redrawing regions
Open Map Tools, then Grouping Tool / Colored Pins Tool. Choose the legacy company or old owner column as the Primary Group. Use the group controls to give the categories clear colors. If it helps the review, select the proposed owner as a Secondary group. Keep the meaning of each grouping clear to the people inspecting the map.
Review the old book first, then the proposed assignments. Look for isolated locations, accounts from both books at the same site, and proposed moves that cut through an ongoing relationship. Check the fields on the markers before treating a cluster as a duplicate problem. Several locations belonging to one parent account may be valid.
To compare regional sales, open Boundary Tool in Map Tools and select the Boundary Set you need. Choose My Numeric Data, select Sum in Select Function, choose the common-period sales column in Fill Data, and click Load Boundaries. Use the same measure and boundary set across the review. Marker Count / Location Density can help inspect row concentration, but a row count is a different measure from sales or workload.
Be careful with My Group / Territory Data. Its category fill follows the group with the most markers in a boundary. That color can hide a smaller number of accounts assigned to another owner. Inspect the minority assignments through the markers and owner fields before deciding the area is clean.
For unresolved cases, open Filter Tool from Map Tools. Use Create Filters for the first setup, or the gear if filters are already configured. Choose Group for the review status column, then select the unresolved status. Work through that list before approving the related territory change. Clear the filter when you return to the full regional comparison.
Revise only the agreed territory geography
Make the approved local edits
Use a local edit when the approved change involves a specific border or pocket of accounts. Click the existing territory or its three-dot menu. Choose Edit Territory for a drawn region, or Advanced Edit for a region built from boundary selections. Draw or select the changed area and click Save.
Choose Reassign the drawn area between territories, then Done, when that area should move to the chosen territory and be removed from overlapping territories. Review the changed region after saving. Check the affected account IDs against the approved movement list, including locations near the border. The shape can be correct while an account's owner field still needs updating.
If you need a new manual group, open Territories Tool and choose Create Territories under Select Action. Select Create Territories Manually, then Selection or Drawing. Name the group, click Create Territory Group, and click Start. Select the required boundaries or click the polygon vertices, then Save. Name the territory and save it, or choose Save and Create Another to continue. Complex boundary-based shapes may require Advanced Edit instead of dragging the border.
Rebuild a wider area when needed
A combined book may need more than a few border edits. In that case, open Map Tools, Territories, Create Territories, and Auto Territory Builder. Click Continue, choose the boundary set and area, and continue to the creation variables. Select the common data metrics you intend to balance and set their importance. Continue to the territory count or creation method, name the group, and click Generate Territory.
Respect Previous Territories lets you use existing territories as a starting point. Choose it when continuity matters and the old regions provide a useful base. It doesn't make every legacy assignment correct. Review the generated territories against the approved exceptions and the actual account list.
If you use Optimize with Constraints, set thresholds only on variables already selected for creation. Decide those thresholds from the combined book and the rep's practical capacity. Preserve the dated baseline and proposal files so you can compare their account movements. Give each proposal a clear name rather than overwriting the version reviewers used.
Check region metrics and account movements
Click a territory and open Customize Metrics. Under Spreadsheet Data, choose the column you need and the right calculation. Sum totals a numeric measure. Average, High Value, and Low Value show how its values vary, while Group Count helps with category counts. Add the measure to Proximity Details. Changes apply across instances of that tool, so choose a set of metrics that makes the regions comparable.
Check sales, workload, and account counts together. Then inspect the locations that moved. A reasonable regional total can still hide a protected account that changed hands or a remote site that added a difficult trip. Ask the receiving rep to review those locations with the person who currently manages the relationship.
Compare the old and proposed owner fields by common ID in the workfile. Record the reason for each approved change and keep an exception list for accounts whose owner differs from the surrounding territory. Check that every in-scope location appears once in the handoff, with the intended owner. Keep opportunity credit decisions in their own fields or records so they don't get lost during the region update.
Release the approved merger assignments
Record the approved owner and effective date in the maintained source records before the new regions take effect. Export the matching account list from Maptive through Export Data. Use Export Filtered Data for a deliberately filtered handoff, or Export Entire Dataset for the complete book. Choose XLSX or CSV and click Export Now. Check the exported IDs against the approval list. Give eligible team reviewers view-only access through Team Map Share unless they need to edit, and arrange edits one person at a time. Deliver the dated map, assignment file, and remaining exceptions together, with a named person in charge of each unresolved account.
