Welcome back! Let’s continue with the fourth and last part of the series on my sales enablement journey. I have already written about my early enablement days, the next steps from program to function, and moving the function to sales.
In this phase, we made a quantum leap regarding the volume of programs, the business value they created and the velocity with which we were driving change.
Lesson #1: Review your enablement charter regularly and adjust it to changing environments and stakeholders.
Those of you who follow our research and read my blog posts already know that I often talk about the need for a formal enablement charter. I learned to love charters as very valuable tools to get the priorities right and to keep your focus. As a side effect, organizations with charters achieve much better quota attainment results. Based on the story I used to convince my new boss, the