Establishing A Revenue Enablement Charter

February 23rd, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Nancy Maluso

Summary

In B2B organizations, the enablement function contributes to increasing sales productivity by improving the effectiveness of sales reps. It achieves this by acting as the “authorizing agency” that gathers the random enablement efforts coming from across the organization and consolidating them into a more cohesive and integrated program. In this report, we describe the components of the revenue enablement charter that are essential for identifying and communicating the function’s mission, programs, and performance goals.

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