Question: If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Align focuses on making the sales process more convenient for the target buyer. Difficulty reaching an assigned salesperson creates buyer-facing friction because it slows progress and makes the buying experience harder. Improving availability, communication paths, and response expectations helps the process match how buyers want to engage. This supports a smoother transition from interest to meaningful sales conversation.
Why the other options are incorrect
Enable focuses on removing internal obstacles for salespeople, not primarily on buyer access to the assigned rep.
Transform focuses on coaching and continuous learning, not the buyer’s immediate ability to connect with sales.
Source for verification
https://academy.hubspot.com/lessons/align-sales-team-with-buyer
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.