Question: What two activities should you focus on during the enable phase of the frictionless selling framework?
- Improving interdepartmental communication and reporting you team’s performance to upper management
- Training the team on best practices and coaching individuals to help them overcome their specific weaknesses
- Adjusting your team’s incentive structure and ensuring their legal compliance
- Removing non-sales activities from your team’s responsibilities and streamlining their other responsibilities
Explanation
The Enable phase is about freeing salespeople from work that prevents them from selling effectively. It targets administrative burden, inefficient handoffs, and unnecessary process steps that create friction. Streamlining responsibilities helps reps spend more time on buyer-facing activity. This creates the foundation for later Align and Transform improvements.
Why the other options are incorrect
Interdepartmental communication is not the main focus of Enable because the phase centers on rep efficiency.
Best practices and coaching belongs more closely to Transform, where sales teams build a culture of learning.
Incentive structure and legal compliance are not the core activities used to reduce selling friction in Enable.
Source for verification
https://academy.hubspot.com/lessons/enable-your-sales-team
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.