Question: If a sales team is suffering from low lead quality, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Enable helps sales teams improve efficiency by making sure reps focus on the right leads and the right activities. Low lead quality creates friction because salespeople spend time on prospects who are unlikely to benefit or buy. Improving qualification and prioritization helps the team avoid wasted effort. This phase creates a stronger foundation before optimizing buyer alignment or coaching practices.
Why the other options are incorrect
Align focuses on shaping the sales process around the target buyer, not primarily on improving lead quality.
Transform focuses on continuous learning and coaching, not the initial problem of poor lead fit.
Source for verification
https://academy.hubspot.com/lessons/enable-your-sales-team
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