Sales cycle is the most crucial aspect of any business organization. Whether you are a sales manager or a salesperson, it is likely you have experienced thoughts like, 'the team is not prepared,' 'the sales team is never going to close this deal,' 'the sales team does not feel like selling anything,' or 'lacking the motivation.' These factors somehow lead to the issues increasing the sales problem. To understand these problems, sales managers should make an affinity diagram to brainstorm with their team members. As the below affinity diagram suggests, having the wrong focus leads to a number of sales problems, including not asking the right questions to expose what concerns a buyer the most.