Score Disruption Before You Redraw
Evaluate territory redesign risks by likelihood and impact before changing ownership.
Do not confuse design improvement with transition safety. Score The Transition For each proposed account move, ask two questions: how likely is disruption, and how severe would it be? Disruption can mean customer confusion, deal slippage, credit conflict, partner conflict, or forecast uncertainty. Mitigate Before Moving High-risk moves need a named handoff, a customer communication plan, a compensation rule, and a date that respects live buying events. Low-risk moves can happen in bulk. Medium-risk moves may need staged transitions. Review Exceptions Instead Of Hiding Them An exception is acceptable when it has a reason and an expiration date. It becomes…
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