To map out the most effective paths when creating territories, the fourth step involves using comprehensive software packages along with feedback from the sales team. Sales and customer analytics also provide valuable insights at this stage. Finally, after the manager has considered the differences in salespeople's abilities and their effectiveness with different customers, the salesperson should be assigned to the territory where he or she can contribute the most to the company's success. Ultimately, it is the salesperson's responsibility to maintain and adapt their program to produce more effectively (Talley Jr., 1961,