Many sales processes are not actually processes. This ensures a false sense of reality when adding opportunities to the pipeline.
The sales pipeline is using incorrect data to determine the closing time frame.
You get happy ears when you get positive feedback from prospects, and customers, but don’t ask the pertinent follow up questions to confirm the accuracy of the information.
Disqualification attributes are not defined, so reps can't accurately determine the validity of an opportunity before it is moved into the pipeline.
All things are not for all people. Too many companies are trying to sell products and solutions that are really not a right fit. This creates long sales cycles that end with the customer moving on, and your company with no sale, and a lot of wasted time.
Your messaging is not clear so your prospects, and customers, are not clear about how your solution can help them.
If you find that your business is struggling with these challenges a process improvement review could help you determine the correct course of action to improve your bottom line.