Territory Management

Why sales territory overlap starts, what it costs before anyone notices, and how to redraw territories and write rules of engagement that stop double coverage

Six metrics that measure territory balance, which criterion to weight for your sales motion, and how to run a fair rebalance without losing your best reps.

How to measure trade area overlap between your own stores with drive time polygons, calculate a cannibalization rate, and judge an acceptable threshold.

What a sales territory is made of, the boundary bases companies use, real examples from pharma to distribution, and how quota attaches to a territory.