Question: Fill in the blank: The purpose of the enable phase is to enable your team to ______.
- identify their buyers’ needs
- spend more time selling
- negotiate more assertively
- accomplish more in the time they have
Explanation
The Enable phase focuses on removing internal barriers that keep salespeople from high-value sales activities. It addresses administrative work, inefficient tools, and process friction that reduce selling capacity. This phase creates the foundation for the later Align and Transform phases. By improving rep efficiency first, the frictionless selling framework makes the sales process easier to execute.
Why the other options are incorrect
Buyer needs belongs more closely to the Align phase, where the process is shaped around how buyers want to buy.
Assertive negotiation is not a stated purpose of any phase in the frictionless selling framework.
Time productivity is too broad because Enable specifically targets sales capacity, not general output.
Source for verification
https://academy.hubspot.com/lessons/identify-the-friction-thats-holding-your-sales-team-back
The answer(s) to the question is highlighted in the BOLD text above. You can also find more questions and answers related to the exams on the "HubSpot Frictionless Sales Certification" page.