Sales Skills

Assess for Success... a Requirement for a Growth Mindset

By Scott Addis, CEO

As a performance coach and trainer, I have the unique opportunity to interact with hundreds of insurance and risk management professionals from all walks of life. As it is my mission to help these individuals capture unrealized potential, I start with an assessment of their mindset.

So, what is a mindset and why do I take the time to assess? A mindset is a set of assumptions, methods, beliefs and attitudes held by someone. Mindset is so powerful that it orients the way that a person thinks, acts, feels and handles situations. When working with industry colleagues, I have found that there are two basic mindsets -- fixed and growth. A fixed mindset is where a person comes to believe that his or her abilities and talents are inherently fixed and cannot change. This person feels little or no control over outcomes. A growth mindset, on the other hand, enables a person to believe that his or her abilities and talents can be developed through dedication and hard work. With a growth mindset, a person feels control over the outcome of his or her efforts.

A self improvement plan begins by peeling back the onion in search of one's mindset. Over the years, I have discovered that mindsets lead to markedly different behaviors. An insurance and risk management professional who believes that his or her abilities are immutable traits is not likely to put much effort into changing. On the other hand, a person who believes that he or she can improve circumstances is much more willing to put extra time and effort into ambitious goals including skill development. With a growth mindset, the possibilities are endless. It is interesting to note that people with growth mindsets regularly assess and benchmark performance. While self-assessments have a variety of applications, I suggest one that measures skills.

A skill is a talent or ability that comes from training and practice. It is a "learned power" to do something competently. A person cannot grow and reach full potential without sharpening his or her skills. In today's ultra competitive and rapidly changing business environment, one must gain skills, knowledge, tools and tactics to stay ahead of the competition. I am pleased to inform you that Beyond Insurance recently unveiled an online version of its Producer Growth Assessment (PGA). Each of the 34 statements in the PGA correlate to one or more of the following ten disciplines that drive growth, productivity and performance.

  • Value proposition
  • Goal setting
  • Prospect Research & Qualification
  • Cross Sell
  • New Business Hit Ratio
  • Referral Network
  • Priority Management Leading to Work/Life Balance
  • Negotiation/Persuasion
  • Sales Roadmap
  • Social Media

If you have an interest in taking the 10-minute Producer Growth Assessment to better understand your Unrealized Growth Potential, click here.

Learn more about the author, Scott Addis.