Question: What metrics are most important during the enable phase?
- ROI, profitability, and year-over-year growth
- Customer retention, rep productivity, and employee happiness
- Close rates, time to close, and customer satisfaction
- Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
Explanation
The Enable phase measures whether salespeople are being freed from low-value work. Task completion time shows where administrative friction is slowing the team down. Time spent with prospects and customers indicates whether reps are focusing on selling activities. Quota attainment connects those efficiency improvements to sales performance.
Why the other options are incorrect
ROI metrics are broader business outcomes, not the main operational focus of Enable.
Retention and happiness metrics relate more to long-term team and customer health than rep selling efficiency.
Close-rate metrics are more closely tied to buyer alignment and deal progression than removing internal friction.
Source for verification
https://academy.hubspot.com/courses/frictionless-sales
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