Originators in the commercial equipment finance and leasing industry are accountable to themselves and their stakeholders.
I recently coached a veteran in the industry that found himself in a rut. His production was on par with past years; his activity was sufficient. However, he knew there was more to be done. He was coasting. He was surviving on his past efforts.
I recommended a simple exercise. Every Monday morning, he wrote down two or three specific items that he needed to accomplish by the end of the week. These items were to be a daily priority for the next five days. He needed to hold himself accountable to create a specific list with realistic and meaningful tasks to be accomplished and then make sure that each item was completed within just a few days (by the end of the week). Admittedly, at first, the tasks were easily accomplished and fairly insignificant. However, within a few weeks, the tasks became more challenging and started to influence his daily activities. This simple exercise re-energized the originator, helped create a new vendor program that had been in a hold pattern for months, and quickly increased the originator's monthly volume. Most importantly, the exercise helped to move the originator beyond his insufficient routine and allowed him to realize greater potential in the market while allowing him to re-establish this "fun factor" into his daily activities.
What are the two or three items that you need to accomplish this week? How will you hold yourself accountable to ensure they are completed by the end of the week?
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
