Pilot cities before national territory resets

Good pilots mix pain and teachability: enough overlap to stress-test rules, small enough to visit twice in a month. We score candidates with a simple matrix — data quality, distributor willingness, and finance visibility.

Metrics during the pilot should be operational, not vanity: duplicate delivery counts, discount exception rates, and time-to-close tickets. If those move, leadership has a story for the national memo.

We also schedule a deliberate "failure lunch" where teams list what broke. That ritual captures learning that otherwise hides in Slack threads.