You can't tell an experienced sales manager their process is broken. Try it and they'll shut you down, especially if a junior rep is the one saying it.
The better move is to get the prospect to see the gap themselves. That's one of the most useful skills a rep can build. We spend real time teaching our reps how to walk a prospect through their own process, so the prospect finds the gap on their own. We make them think hard. That builds sales skill on both sides of the table.
Learn To Shut Up And Listen
Most people carry habits that hurt them in sales: chasing shortcuts, jumping to quick answers, steering the conversation toward their own agenda. Those habits make a prospect feel pushed and unheard.
Reps need to do the opposite. Go quiet. Listen to what the prospect is actually saying. We train reps to ask questions that hand control back to the prospect, questions that surface exactly where our product can help.
Questions like: "What happens when your account exec sends a contract to a customer?" or "How does your team build presentations and proposals right now?" Questions that open the door for detail, so the rep can follow up with something sharper, like: "What would change for your team if they spent less time building documents and more time selling?"
Explaining what your company does is only part of the job. The bigger part is listening. It's how you show a prospect what's actually possible.
Stop teaching your team questions that dead-end. Teach them questions that let the prospect lead. That one shift builds sales productivity and builds better reps. Stop teaching your team to talk. Start teaching them to listen.