Question: When you think about your sales organization as a flywheel, which of the following is the best goal to have?
- Find ways to reduce force and increase friction.
- Find ways to increase force and friction.
- Find ways to decrease force and friction.
- Find ways to increase force and reduce friction.
Explanation
A sales organization operating as a flywheel grows by adding force and removing friction. Force is created by activities that help customers move forward, such as effective selling, strong alignment, and useful customer interactions. Friction slows momentum by making the buying process harder or making salespeople less efficient. In Frictionless Sales, improving growth means increasing the inputs that create momentum while reducing obstacles in the sales process.
Why the other options are incorrect
Reduce force and increase friction would slow the flywheel and make growth harder.
Increase force and friction adds effort but also creates resistance that weakens momentum.
Decrease force and friction removes obstacles but also reduces the energy needed to drive growth.
Source for verification
https://www.hubspot.com/flywheel
https://academy.hubspot.com/courses/frictionless-sales
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.