Lesson 4: Building Your Sales Enablement Team to Support the Charter


Sales enablement is a rapidly emerging field, which means there’s no one-size-fits-all team structure for sales enablement success. Team roles within an enablement function can often be ambiguous, but identifying gaps in the current enablement strategy can help determine what specific roles might be needed. This lesson will consider the benefits of several team roles, including:

  • Senior Leaders: Roles such as a chief enablement officer or VP of sales enablement can ensure that sales enablement strategy is aligned with leaderships’ vision for the company and gain top-down support of sales enablement initiatives.
  • Mid-level Professionals: These roles are often needed to stay embedded with reps and ensure that sales enablement programs are delivered effectively and efficiently.
  • Early-career Professionals: These roles ensure that the sales enablement function stays organized, up to date, and can achieve everything it set out to accomplish.
  • Specialists: Roles such as content specialists are necessary to ensure that enablement messaging is aligned with company visions, or to ease the load on organizations that lack the capacity to dedicate the time needed to sales enablement.


Outlining specific enablement roles can help overcome roadblocks, expand enablement capacity, or align more closely with company visions. By identifying gaps in enablement strategy, roles can be created to help the sales enablement team execute more effectively and efficiently on its charter. Establishing formal sales enablement roles ensures that the function is set up for long-term success.


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