Episode 21:

High performing sales enablement organizations leverage their sales enablement charter to ensure strategic direction and significant organizational and operational impact!

About this Short Bytes episode

The purpose of a sales enablement charter is to define sales enablement, the sales enablement group mission, its focus, how it measures success, the key stakeholders and internal customers. It sets the boundaries of what the group will do and importantly, what the group will not or should not do.

The charter is a tool to help communicate what others should and should not expect from the sales enablement team.

High performing teams include the following critical components in their sales enablement charter:
  • Group mission statement - what is the focus
  • Team structure, roles and responsibilities
  • Priorities
  • Internal customers - who do you serve, what are their needs
  • Stakeholders, both receivers and supporters (and a
  • Communication plan to stay connected to those stakeholders)
  • What is outside of scope
  • One and three year goals of the group
  • Metrics - how to measure the success of each
  • Priority, initiative, investment and activity
  • Engagement model
and more...

Key takeaways

A strong sales enablement charter will help your organization to focus on three things:
  • First, it will help you to focus your efforts, and to defer those that are secondary or tertiary to your mission
  • Second, it will help you to align with key stakeholders and establish value with them, so that you get time and access with them, and their support when necessary
  • Third, it will help you to have strategic impact, so that you can achieve your personal and organizational goals.
If you want help developing/supercharging your sales enablement charter, please let me know. We can review an existing charter, build a new charter framework, if necessary and work with you to develop the mission, the story and the details. And we will facilitate the conversations between the enablement team and the stakeholders to ensure that you set appropriate expectations, target key goals, KPIs or OKRs, and gain the necessary support.

With a strong sales enablement charter, you will have a much more successful, enjoyable, fruitful 2024 and beyond.

To follow up, you can reach me on ⁠⁠⁠LinkedIn ⁠⁠or via the Acelera Group ⁠⁠website⁠⁠.

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