Sally and Steve are salespeople in adjoining territories serving the grocery store channel. Sally's territory covers a much larger geographic area than Steve's territory, with 25% more outlets, but the sales in her territory are running 30% lower than Steve's.
Sally requests to discuss this with you. She would like the territories to be redefined with a better workload and revenue balance.
Apparently, she has also made her wishes known to Steve, as he mentioned to you one morning over coffee: I've worked long and hard to develop the relationships in my territory. If my territory is altered, all that work would go out the window, which wouldn't be fair to me or our customers.
Which would be the best course of action to take?
1. Keep the territories as they are now.
2. Redefine the territories based on revenues.
3. Redefine the territories based on workload.