Okay Mr. Vice President

You are the Vice President of Sales of a multi-billion dollar pharmaceutical company. Congratulations:  you have just been promoted and have inherited an old territory management system based on ZIP codes! Your sales representatives make sales calls to as many doctors as possible in a day. Your instinct tells you that you can do better.  ZIP codes do not contain the same number of doctors and some sales reps are “undercovering” their territories and some are “overcalling” doctors. In case, you are losing potential sales. How to correct the situation?

You are asking yourself whether it would make more sense to assign territories by the volume of doctors. Eureka! You re-align the territories by grouping adjacent ZIP codes for each of your sales representatives until you reach an equitable number of physicians in each territory. Voilà! You now have balanced territories making reps happy and increasing efficiency.