It is not easy to get a smooth running sales organization. There is always room for further improvements. These are some of the problems I come accross:
- High cost per lead and lack of quality leads to fill the pipeline
- Limited use of marketing materials by selling organizations
- Steep discounts to win in competitive situations
- Gaps in fundamental selling skills and process discipline
Just before you think that the problems are only about the sales approach, make sure that you assess the other parts of the commercial function. Often there are more deeper problems that might just get blamed on the sales function.
So if indeed the sales function needs tinkering, look at this framework of interlinked points to think about when you want to optimize your sales organization. 
