Question: Which of the following is an example of friction?
- Manual data entry
- Automatic data entry
- Happy customers
- Pipeline meetings
Explanation
Low-value administrative work is a source of friction because it takes time away from active selling. In the Enable phase, sales teams look for tasks that can be removed, automated, or simplified. This helps salespeople spend more time creating value for prospective buyers. Reducing this kind of work supports the frictionless selling framework by making the sales process more efficient.
Why the other options are incorrect
Automatic data entry reduces friction because it removes repetitive administrative work.
Happy customers create force by adding momentum through loyalty, referrals, and advocacy.
Pipeline meetings may support team management, but they are not the clearest example of friction in this context.
Source for verification
https://academy.hubspot.com/lessons/identify-the-friction-thats-holding-your-sales-team-back
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.