Sales leadership just announced territory changes. Your best accounts are going to someone else. Here is how to protect yourself.
Common Territory Change Scenarios
- Territory carved up due to new hires
- Vertical/segment realignment
- Geographic restructuring
- Account reassignment to specialists
Protect Your Earnings
- Document everything: Screenshot your current accounts and pipeline in CRM
- Request deal protection: Ask for commission on deals you have been working
- Negotiate quota adjustment: Smaller territory should mean smaller quota
- Get transition timeline: When exactly do accounts move?
What to Ask For
- Commission on all deals in active sales cycle
- Retroactive commission on deals that close within 90 days
- Quota reduction proportional to territory reduction
- Ramp period on new accounts
💡 Pro tip
Territory changes often happen quietly. Keep your own records of account ownership and pipeline. Do not rely solely on CRM snapshots.
Bottom Line
Territory changes are rarely fair to reps. Advocate for yourself and get agreements in writing.
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