In business, I don't buy the idea that sales territories can be doled out carelessly, either. Territory Planning Is TrickyToo many executives handle territory planning like automatons. It's still the most popular method, however: Three in ten businesses still assign sales territories geographically, many because it's "the way things are done." Greg McBeth, head of sales at Node, learned early in his career how important it is that territories be split strategically. McBeth brought that experience in territory planning to his work with Node.

Source: Forbes September 22, 2017 14:15 UTC