How brand equity gets destroyed one rep call at a time.
Three things happening right now in your sales operation that you may not be tracking.
Your rep cut a deal you didn't approve.
Without a pricing floor enforced by the system, every rep in the field is one bad month away from slashing your margin to close a number. They do not tell you. The buyer remembers the lower price forever.
A dispensary on your route has a suspended license.
Your rep does not know yet. They are driving there anyway. The order will not ship, the relationship gets awkward, and nobody finds out until after the visit.
Your best accounts have no documented ownership.
If your top rep left tomorrow, you could not prove which accounts were theirs, which deals were in progress, or which buyers were close to reordering. That is not a rep problem. That is a system problem.