Frictionless Sales

In the world of inbound, businesses are visualized as flywheels instead of funnels. A flywheel is a model adapted by HubSpot to explain the momentum you gain when you align your entire organization around delivering a remarkable customer experience. You can increase that growth by adding force to the flywheel or by removing friction from it. Sales organizations in general have no problem using force. If you want to help your sales team grow better, you need to find ways to remove friction. Learn how to use the frictionless selling framework so that your team can spend more time selling. Also, discover how to align your team with your target buyer and how to transform your team through a culture of learning.

Syllabus

Identify the friction that's holding your sales team back.

In the world of inbound, businesses are visualized as flywheels instead of funnels. A flywheel is a machine that stores rotational energy, and its spin represents your company's growth. To help your sales team grow better, you need to find ways to remove friction from your flywheel. This lesson gives you an overview of the frictionless selling framework, which has three phases: Enable your team to spend more time selling, align your team with your target buyer, and transform your team through a culture of learning.

Enabling your sales team to spend more time selling

In the first phase of the frictionless selling framework, you'll focus on enabling your team to spend more time selling. Most salespeople spend the majority of their time doing something other than selling. As the leader of your sales organization, learn how to identify the tasks that distract your team from selling and find ways to remove or automate those tasks.

Aligning your sales team with your target buyer

In the second phase of the frictionless selling framework, you'll focus on aligning your team with your target buyer. The sad truth is that most buyers don't trust salespeople. As the leader of your sales organization, learn how to create a sales process that prioritizes your buyer's needs and encourages your salespeople to help and respect their customers.

Transforming your sales team through a culture of learning

In the final phase of the frictionless selling framework, you'll focus on transforming your team through a culture of learning. Most salespeople aren't given the training and coaching they need to succeed. As the leader of your sales organization, learn how to create regular, ongoing opportunities for your salespeople to learn how to improve their performance and to help their peers do the same.