Inconsistency From Lack of Infrastructure
Allianz Trade aims to help its clients successfully reach their long-term business goals. However, without a sufficient sales enablement platform, it struggled to equip sellers with the resources they needed to sustain long-term success. Lacking a single source of truth, there was no consistent way to house and access up-to-date sales content, leading to widespread version control issues. As a result, ensuring content relevance proved difficult.
Meanwhile, given the unique focus of Allianz Trade’s business, new sellers entering the organisation often come in with little specialised knowledge of the industry. “Our sellers are coming in from ground zero. They don’t know much about trade credit insurance,” explained Bernstein. “If they do, it’s just a bonus.” This made it essential for sellers to have access to both critical sales materials and learning at their fingertips. However, Allianz Trade not only lacked a sales enablement platform, it also lacked a dedicated enablement practice. To help sellers get up to speed quickly and remain productive throughout their tenure, Allianz Trade knew it needed to invest in enablement.
