As a Retail Business Mentor, I assisted a retail business owner who was involved in a dispute about overlapping territory. We used data to define clear limits, stimulate rep participation, and mediate immediately, resulting in a fair and cohesive team atmosphere that enhanced sales dynamics.

This situation has a simple solution: Don’t create overlapping territories. Secondly, don't assign territories until they are clearly defined and free of overlap.

Initiate a discussion with the involved sales reps to understand their perspectives. Encourage them to express their concerns & listen actively Review & clearly define the boundaries of each territory. Ensure everyone understands the criteria used for assigning territories Use performance metrics & sales data to assess the impact of the overlapping territories Encourage reps to work together in overlapping areas Create clear guidelines for handling overlapping territories, including rules for lead sharing & account ownership Have clear compensation plans to ensure they are fairly rewarded for efforts in overlapping areas If conflicts are unresolved then involve higher management/neutral party to mediate the discussion for a resolution

From my experience, there are two possibilities here- perceived conflict and actual conflict. Perceived conflict is not to say it isn't important. It can be really distracting for teams. Let them know you have their back but challenge them to 'make your phone ring.' If the conflict unfolds, make it right for both players. You'll also learn more about the problem at hand. If it's ACTUAL conflict, challenge your team to unpack it and build proposals. Empower them to be part of the solution. Often these proposals result in unfairness in one direction or another and it will be up to the leadership team to make the best decision for the business and employees. It's important to MAKE that decision and the context clear to the teams involved.

Use advanced analytics to define territories based on market potential, customer demographics, and sales history. This minimizes subjective overlaps. Implement a shared rewards program that encourages reps to work together on accounts that fall into disputed areas, fostering a cooperative environment. Schedule quarterly territory evaluations to assess performance and adjust boundaries based on market changes or rep input, ensuring adaptability. A unique strategy I've found helpful is to create a “territory negotiation framework.” This involves setting up a structured meeting process where reps can voice concerns, backed by data, allowing for a constructive dialogue that leads to mutually agreed solutions.