Most sales managers hesitate to modify sales territories unless supported by compelling reasons. Likewise, sales managers are reluctant to make major changes in the sales compensation package. On the other hand, reassigning salespeople from one territory to another is fairly common and often reflects a form of promotion. One expert contends that if a company’s sales force knows the territory too well, then it’s time to reassign territories. What are the pros and cons of this approach? What factors related to the salesperson, the company, and the external environment might drive a company to reassign a sales territory?