I split the map into territories and set the numbers, and within a day two reps were at my desk. One got the dense city blocks, another got miles of empty highway for the same quota, and both think they got robbed. I can cover the whole market or I can make it feel fair, but I can't seem to do both at once. Every line I draw makes someone feel cheated.
More people experience this than they realize.
However you carve up territories and quotas, you can't make them both fair and cover the whole market.
If this sounds familiar, the Library can help you find the bigger picture.