- disconnect between C-Level leadership and sales but it is weirdly "acknowledged." - solution is not fully baked but that happens when new products are being rolled out, it is just hard to be held accountable for a quota based on new offerings that don't work...yet. - sales people were forced into roles they were ill-prepared for. - compensation for existing sales vs new sales people drastically different (heard this was a focus of correction.) - An AE/AM is viewed solely as a number on an excel report and not as to what they bring to the table, team and organization or have brought over the years.