My Sales Enablement Journey – Moving the Function to Sales

Welcome back! Let’s continue with the third part of the series on my sales enablement journey. I have already written about my early enablement days and the next steps from program to function.
Today’s post is about the next set of challenges: how to create a story and a case to move sales enablement in the sales organization as a strategic function.
There is a lot to be said on this topic, but I will try to confine this blog post to lessons learned. And I will add some contextual color to it.
Lesson #1: Don’t overwhelm your current sponsor and their area of responsibility.
We could also call this lesson, “Don’t pitch the right story to the wrong stakeholder.” This is what I learned the hard way. As I shared in the second part of this series, I led an enablement function within portfolio management. Not a typical scenario, but given