Three reasons. They document an idealized process, when what a rep needs is help with the specific conversation they are about to walk into. They are written without a salesperson in the room, so the language is wrong in a way experienced reps detect immediately and never forgive. And they have no named owner or review rhythm, so they are out of date within two quarters and abandoned within four. The fix is to build from your own won and lost deals, transcribe your best reps’ actual language, and assign one person to run a one-hour quarterly update.