I've looked at a lot of B2B commercial operations over 15 years

I've looked at a lot of B2B commercial operations over 15 years.

Here are the most common gaps and what I actually see:

1. No documented sales process. Every rep runs their own approach.

2. No deal review cadence. Or one that never moves deals.

3. Comp plans that reward activity, not outcomes.

4. Pipeline reviews that are status updates, not working sessions.

5. Distributors signed and left alone to figure it out.

6. Forecast accuracy treated as a mystery, not a system.

None of these are hard fixes.

All of them compound badly when ignored.

The system is the product. Build it deliberately.