Product is overly expensive and doesn't compete well in the market.
Senior leadership lacks the ability to direct the teams the right way, They are all "too busy" to actually help their teams, They cannot paint a clear picture of a customer story which leaves the sellers just selling products rather than a vision.
Partner strategy is a mess and sellers have no idea when to engage specific partners and the differences of SIs to VARs. Foundation of SI strategy needs a full revamp but they are too stuck to pivot.
Legacy sales team that has a never fire mentality - great for protecting under performers.
