Why you need a sales enablement charter and how to get there: Part 2

Last week, I discussed why a sales enablement charter is such a critical element for sales enablement success, and why only few organizations, 9.2% to be precise, run their enablement practice based on a formal approach with a charter (which is just another word for a business plan).
This small group achieved 19.2% better win rates for forecasted deals, which is a performance impact we observe year after year. Let’s quickly recap why a strategic and formal, charter-based approach makes such a difference:
In the case of a formal approach with a charter, the main reason for the significant performance increase is that sales enablement takes a strategic and tailored approach to support the sales strategy, to address its specific challenges and to contribute to the success of the organization’s strategic initiatives.
At the other end of the spectrum is the random, ad hoc and project-driven approach to sales enablement that’s disconnected from