Question: What is the relationship between the three phases of the frictionless selling framework?
- They complement each other in such a way that they should all be implemented at the same time.
- They are interchangeable so that they can be implemented in any order.
- They form a progression, with each successive phase building on the previous one.
- Each stage includes the techniques of the previous stages so that you don’t have to think about the previous stages once you leave them.
Explanation
The frictionless selling framework is structured as a progression. Enable comes first because salespeople need fewer internal obstacles before the process can be fully adjusted around buyers. Align builds on that foundation by matching the sales process to how prospective buyers want to buy. Transform follows by creating continuous improvement across the sales organization.
Why the other options are incorrect
Implemented at the same time is incorrect because the phases are designed to build on one another.
Interchangeable is incorrect because the phases have a defined sequence.
Previous stages no longer matter is incorrect because earlier improvements continue to support later phases.
Source for verification
https://academy.hubspot.com/lessons/identify-the-friction-thats-holding-your-sales-team-back
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