- The critical domain knowledge required for sales conversions resides in less than 20% of sales teams and the remaining long tail consists of ineffective sales activity with few conversions.
- Domain knowledge leaks out of the company with any sales force departure and has to be reconstructed again with new hires, creating a spiralling downward feedback loop of lower morale, staff turnover, and lower profits from lower conversions.
- The lack of domain knowledge pooling leads to a tendency to go with what has always worked, so finding new markets and customers becomes random or high risk.