Sales Accelerators: Driving Performance to Elevate Your Success
When you think about the word “accelerate,” what comes to mind? Increased speed? Elevated velocity? Superior performance? Today’s competitive landscape requires you to accelerate your performance using innovative strategies to deliver a meaningful customer experience.
Since its founding in 2006, Beyond Insurance has been studying the performance of top-tier risk consultants with a keen eye toward the fundamentals of their approach, which we identify as Sales Accelerator skills: the unique qualities that set certain risk managers apart from their peers and propel their success to new heights. We have identified a “top 10” list. Please see the first five in this blog. The remaining five will be in next week’s blog.
Sales Accelerator #1 – Growth Mindset
So, what is a mindset? It is the set of assumptions, methods, beliefs, and attitudes that you hold. Mindset is so powerful that it orients the way you think, act, feel, and handle situations. A growth mindset empowers you to believe that your skills, strategies, and talents can be developed and improved through dedication and hard work. With a growth mindset, the possibilities are endless.
As you consider your current mindset, ask yourself the following question:
- Do I view rejection and setbacks as learning experiences because they allow me to grow and improve?
Sales Accelerator #2 – Visioning and Goal Setting
Your ability to create visions and set goals is essential to both your personal and professional future. Visioning and goal-setting are powerful processes that help clarify the way you envision the future, design a roadmap to achieve these visions, and launch your plan into action – pursuing relentlessly until you reach your goals.
As you consider your capability in the discipline of visioning and goal setting, ask yourself the following question:
- Do I have a disciplined goal-setting system, including a strategy to benchmark progress?
Sales Accelerator #3 – Mastering Your Value Proposition
Your value proposition is the reason for your professional existence – it describes how you create value for others and the personal motivation behind the work you do every day. Without a compelling value proposition, you are ordinary and disposable – a commodity. With a distinguished value proposition, you are unique and irreplaceable.
A value proposition statement summarizes the reasons a customer should buy your particular product or service, and how it exceeds that of your competition. The ideal value proposition is concise and appeals to the customer’s strongest decision-making drivers.
As you consider your ability to deliver a clear, concise and compelling value proposition, ask yourself the following question:
- Does the unique messaging of my value proposition differentiate me from my competitors in ways that my ideal customer would appreciate?
Sales Accelerator #4 – Building Your Referral Network
Contrary to popular belief, effective networking is not about serving yourself. Rather, it's about finding ways to make other people more successful. High-performing risk consultants understand that authentic networking is about generosity, not greed. It’s about giving before you receive.
Many people falsely believe that you should only reach out to others during a time of need. This could not be further from the truth; successful individuals build their networks long before they need anything from them. Establishing an authentic referral network is not a short-term solution solely for your personal benefit — it is a lifelong approach to creating a supportive community.
As you consider the quality of your referral network, ask yourself the following question:
- Do I effectively connect with people in an authentic way and nurture meaningful, long-term relationships?
Sales Accelerator #5 – Prospect Research & Qualification
The market research of Beyond Insurance indicates that far too many risk consultants use a haphazard prospecting approach without enough necessary and thoughtful diligence. This strategy yields hit-or-miss results that simply don’t fulfill your potential.
The solution? A Prospect Strategy Map that includes an ideal client profile, pipeline management plan, and system to utilize your network to its fullest extent.
As you consider your existing capability to perform prospect research and qualification at a high level, ask yourself the following question:
- Do I have a disciplined and strategic prospect research and qualification process?