I engage with originators in the commercial equipment leasing and finance industry on a daily basis. These originators are providing superior service, maximizing their efforts, and are capturing excellence in the industry. They include seasoned industry veterans as well as up-and-coming professionals.

I recently coached a professional with only a few years of experience, but with extensive wisdom that needs to be shared.

She has risen in the ranks of her company from a new hire in 2017 to a top producer for the company in 2019. She has led the sales team month after month for the past year. Below are a few of her secrets to success:

1) Be organized - have a weekly, monthly, and annual plan and stick to your plan.

2) Time management is key. Spend your time with opportunities which can be won, approved, and funded. Busywork is unacceptable. Productive calls, meetings, and activities produce results.

3) Fully understand your capabilities and find customers that need these capabilities. It's not about finding an opportunity, but seeking out opportunities that match your product offerings.

4)  Focus, focus, focus - don't let distractions prohibit you from meeting your goals.

5) Learn from your co-workers, vendors, and end-users. The stakeholders that you engage with teach you all that you need to know to be successful. Listen intently.

6) Be aggressive, but not arrogant. Gain respect by respecting others.

7) Smile - believe in your product and have fun every day. 

In her words, capturing excellence is not easy in the commercial equipment leasing and finance industry, but neither is it difficult. It requires personal commitment.