As Sales Managers focus on the 2023 forecast by expanding their distribution channels and opening new markets. They appear to be spending less time on improving relationships with existing distributors. 

It should be imperative for 2023 to allocate more time and energy to the existing network of distributors that have already worked with the product and can be an amazing source of Intel from the field to better solidify the short term strategy.

Furthermore, by improving training updates, strategies to collect more evidence, and being closer to end-user to better understand their needs, the company could definitely improve the opportunities pipeline.