When to redraw territories vs when to wait
A Territory Balance Review can settle overloaded routes — but not every uneven heatmap needs a boundary change.
Side-by-side geographic sales heatmaps make uneven territories hard to ignore. The next question is whether to redraw lines or adjust coverage patterns inside the existing shapes.
Redraw when the imbalance is structural
If one territory holds a dense urban ribbon and its neighbour holds a thin rural fringe with the same headcount, boundary change is usually the honest fix. A Territory Balance Review documents that gap on a shared colour scale.
Wait when the imbalance is temporary
A one-quarter spike from a single contract, a depot outage, or a road closure can darken a sector without justifying a permanent redraw. Run a Quarterly Density Brief first and see whether the shade persists.
Involve the people who drive the routes
Maps persuade boards; drivers know which estates eat a morning. Bring both into the conversation before ink dries on new boundaries.