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For your sales enablement charter, it is really important that you understand your leaders – the head of sales, the head of marketing, the entire C-suite – you have to understand what is really important to the business, what are the key initiatives that are being driven and how the sales enablement function can help further those initiatives, and how investing in people and helping them be high performers is important.


Creating a charter really helps you anchor yourself to something to define goals, especially if you could tie them to your organization’s ROI. This will allow you to not only keep yourself accountable but also show your people what you’re going to do for the whole organization, allowing them to recognize you’re on their team, you’re fighting for them.


The process of building a formal approach and charter is important, as it involves uncovering and understanding the challenges facing a sales organization, which in turn gives the sales enablement team valuable insight into solving them.