Next to money, the second most sensitive issue to a salesperson is opportunity. A change in a salesperson's territory may be perceived as a diminished opportunity to make money. Discuss the changes in person, but put them in writing as well.
From: Jim Karter
Date: 08 April, 2005
Subject: <subject of memo>
Effective <date>, <change(s)>.
We feel there is plenty of untapped business in <this territory/these territories> and look forward to seeing what you can do with it. <We/I> would like to discuss the ramifications of these changes and answer any questions you may have.
<Next action.> I'm sure this will be a positive move for everyone involved.