Question: If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Transform focuses on building a culture of learning through regular coaching and performance improvement. When managers spend most of their time reporting results, they are not developing the behaviors that create better results. Effective coaching helps salespeople identify skill gaps, improve execution, and build consistency. This phase shifts management attention from only tracking outcomes to improving the team’s ability to perform.
Why the other options are incorrect
Enable focuses on removing internal friction from salespeople’s daily work, not primarily on manager coaching habits.
Align focuses on matching the sales process to the target buyer, not primarily on how managers develop their reps.
Source for verification
https://academy.hubspot.com/lessons/transform-your-sales-team
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