Please provide a substantive comment. Add something new to the conversation by taking a position, adding an example, or other that creates a discussion.

The chapter describes the process to follow to develop territories. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes?

There are many indicators for the need of realigning sales territories such as the following:

• Salesperson in certain territories start to complain not to be treated equally versus the salesperson in other territories, in terms of sales opportunity, rewards or workload.
• New product line makes the business potential in existing territories become significant imbalanced.
• The geographic is subject to natural disaster or new political policy, which causes too many key accounts in one territory moved to another territory.
• The expertise level is not properly balanced.
• Certain territory is developed a lot so that there is lots of repetitive sales significantly reduced the needs of salesperson's travelling.

The process of realigning territories will begin with determining alignment criteria and objectives, only with the clear target, the realignment can be checked if it is in good or bad direction.

With the objectives set up, it is time to develop database, which will help define how to line out the territory and assigned people.

Then communicating and reviewing with the sales managers are essential, as each people may have different view or interest. (Smith, 2013)

Last but not least, after review and alignment with the sales manager, a proper communication needs to be conducted to the salesperson.

For the implementation, sales manager will be the core. It is essential that sales manager follow what is defined. There shall be clear reward and punishment if somebody violate the territory rules. Finally, a transition period will be expected, and relative flexible policy would be needed.