My boss just told me to carve up the region and hand everyone a number, and I'm staring at a map with no idea where to start. Who gets which accounts? How big should each quota be? If I get it wrong, someone's whole year and paycheck rides on my guess. I've never done this and I'm afraid I'm about to be unfair to people without even knowing it.
More people experience this than they realize.
You've been told to set territories and quotas and you have no idea how to make them fair.
If this sounds familiar, the Library can help you find the bigger picture.