Sales Leadership and the Friction You Create

A few weeks ago I was speaking at the Utah Governor’s Economic Summit and another speaker was Mitch Lowe, the man behind MoviePass.He shared a great insight. He said, “When we remove friction, we increase consumption.”
Think about that line for a minute and now put in context with what he said about it.  His examples were how Blockbuster and the idea of renting a movie to watch at home made it easier for people to watch more movies.  Netflix in its original version would mail you DVDs of movies to make it easier than having to go to Blockbuster and once again consumption increased.  More recently, Netflix moved their delivery system on-line and again an amazing thing happened. The consumption of movies and video content increased.
The more I think about what Mitch shared, the more I am reminded to think about how we sell. I’m left wondering, “Do we create friction