What is a common mistake regarding territory boundary lines?

A common mistake regarding territory boundary lines involves unnecessarily splitting control units. When sales territories are divided in a way that creates excessive boundaries or fragments regions without clear justification, it can lead to inefficiencies. Sales representatives may struggle to manage their assigned areas effectively, leading to confusion and overlap in coverage. Additionally, when territories are not clearly defined, this can hinder communication, collaboration, and resource allocation among team members, ultimately affecting sales performance.

In contrast, the other options highlight different aspects of territory management that, while important, do not address the specific mistake of splitting control units. For instance, ensuring equal area coverage among sales reps doesn't consider the unique attributes and potential of different territories. Ignoring demographic sales data misses crucial insights about target markets and customer segmentation. Finally, focusing solely on historical sales data may overlook emerging opportunities or shifts in market dynamics, making it a flawed approach to territory design.