Sally and Steve are salespeople in adjoining territories serving the grocery store channel. Sallys territory covers a much larger geographic area than Steves territory, with 25% more outlets, but the sales in her territory are running 30% lower than Steves.

Sally requests to discuss this with you. She would like the territories to be redefined with a better workload and revenue balance. Apparently, she has also made her wishes known to Steve, as he mentioned to you one morning over coffee: Ive worked long and hard to develop the relationships in my territory. If my territory is altered, all that work would go out the window, which wouldnt be fair to me or our customers.

A. Keep the territories as they are now.

B. Redefine the territories based on revenues.

C. Redefine the territories based on workload.