Every quarterly territory review begins with the same conversation: your CRM export looks complete, but our validation pass finds gaps within hours. The most common issues are not missing data — they are duplicated physician identifiers and call records logged against retired territory codes.
Duplicate IDs usually appear when a hospital system merges departments. The CRM retains two records for the same prescriber, splitting visit counts across both. We merge these using NPI equivalents where available, or manual confirmation from your field trainer roster.
Backdated entries occur when reps log visits at month-end for earlier weeks. This inflates coverage percentages for districts that were actually under-visited mid-quarter. We flag clusters where more than 20% of calls were entered more than five days after the documented visit date.
Before sending exports, ask your CRM administrator to include territory assignment as of the review date — not the current assignment retroactively applied. Mid-year reorganisations are the single largest source of chart errors we correct in week one.
A clean export saves one to two weeks of analyst time and produces more defensible annotations in the final briefing.