What is a benefit of aligning sales territories?

Aligning sales territories is essential for several reasons, one of the most significant being that it promotes fairness in customer distribution. When sales territories are aligned, it ensures that the customer base is divided equitably among sales representatives. This equitable distribution helps to prevent disparities where some representatives might have access to more lucrative accounts while others are left with less desirable ones. Fairness in the assignment of customers can ultimately boost morale among the sales team, as each representative feels they have a fair opportunity to succeed. This balance can lead to enhanced performance, motivation, and job satisfaction as every team member has the chance to build relationships and create a pipeline of sales opportunities within their assigned territories.

While considerations such as resources needed for each representative and administrative simplification are important, they do not address the core value of fairness in distributing customers across the sales team.