- Leadership gaps: disengaged managers, lack of communication, and defensive posture
- Toxic culture where questions, feedback, and healthy pushback aren’t welcomed
- Widespread favoritism in territories, lead distribution, and recognition
- Leadership's inability to create and read CRM reporting - Technical skill gaps - Work being done elsewhere as a workaround
- Deals and accounts moved behind the scenes, creating an uneven playing field
- Weak onboarding and mentors assigned without proper support
- Misalignment and tension between account management and sales
- Frequent major changes with little to no communication
- No one is modeling or demonstrating what successful performance looks like relative to expectations
- Not a professional environment; lacks transparency, consistency, and leadership accountability