The procedure is too little structured, it is mostly worked "by feeling".
The customer benefit is unclear or unquantified.
The sale is product-oriented and not solution-oriented.
Sales in advance are too high.
Certainly believed cases are lost, often for "price" reasons.
The completion rate is too low, a qualification does not take place.
The real decision makers are not identified.
A systematic new acquisition does not take place sufficiently.
There is too much reaction and too little targeted action.
Potentials of existing customers are not exhausted.
The quality of sales forecasts is insufficient.
Sales training has no measurable benefit.