Sales management · Territory management
Move accounts between reps with transition pay agreed before any customer is told.
A territory change moves accounts from one rep to another, and rep assignment decides who covers which area. The page covers the account movement list, the transition pay rules, the talk with each affected rep, and how to match reps to areas by what each is good at.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A territory change moves accounts from one rep to another, and rep assignment decides who covers which area. The page covers the account movement list, the transition pay rules, the talk with each affected rep, and how to match reps to areas by what each is good at.
A water-purifier dealer in Nagpur has built a strong Amravati territory in three years. The owner now wants to split it and give half to a new hire. The rep hears about it from a customer. By the end of the week a competitor has the rep's phone number, and two of the largest accounts are asking who they should call.
A territory change goes well when the rules are written before the talk. Which accounts move, from which date, how long the old rep keeps a share of commission on them, and what happens to the house accounts that no one has owned. Then each affected rep hears it from the sales head in person, with the numbers in front of them.
The owner signs the transition rules and the sales head runs the meetings. It follows a balance audit and sits next to your incentive policy, which should carry the transition commission clause.
Where this sits
Topic 11 of 14 in sales management: territory management. Splitting the market among reps fairly.
- The topic before
- Forecasting and budgeting
- The topic after
- Performance evaluation
If you want this done for you
Give every salesperson a patch sized to what they can actually cover well.
The work
What this is actually like.
“Rep first, customer second”
Customers learn of a change from the rep they trust. If a rep finds out second, the customer hears bitterness. Plan the sequence of conversations and write who tells whom.
“Transition pay is cheaper than a resignation”
Keeping a moved account's commission for a set period costs a few months of margin. Losing the rep who built the territory costs the relationships. Work out both figures before the meeting.
“Match the territory to the rep, not the other way round”
A strong closer wastes time in a farming territory of loyal repeat buyers; a patient relationship builder starves in a cold-start one. Score both sides before assigning anyone.
“Local language and familiarity count”
A rep who speaks the dealers' language and knows the local festival calendar sells more easily than a stronger rep who does not. Treat that as a scoring column, not an afterthought.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Account movement list
Each account moving: name, from rep, to rep, annual revenue, move date. The sales head compiles it.
Result: Finished when the revenue moving matches the totals in each territory's table.
Transition rules
One page: ownership date, how long the former rep earns commission and at what share, the treatment of house accounts and credit splits.
Result: Finished when the owner and each affected rep have signed it.
Commission impact table
For each affected rep, earnings before and after the move and the cost of protection to the company.
Result: Finished when the protection cost is inside a budget the owner has approved.
Rep and territory scores
Reps scored on experience, hunting, farming and local knowledge; territories scored on complexity, potential and what they need.
Result: Finished when each assignment has a one-line reason beside it.
Retention tracker
Each moved account followed for two quarters of the year to confirm it is still buying.
Result: Finished when a review shows moved accounts against their earlier purchases.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Do we have to protect the old rep's earnings?
How do we tell a rep their territory is being split?
What about accounts that nobody owns?
Can we reassign a rep who is struggling?
How much does it cost?
How long is the contract?
How soon will we see results?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of territory management
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.