As a professional originator in the commercial equipment leasing and finance industry, are you open to constructive criticism? I find that the most successful originators are always open for suggestions. They are always seeking advice and new means to reach a higher level of production.
Listening and digesting strong constructive criticism can be the most effective means of moving your career forward. At an early stage in my sales career a mentor was willing to point out my shortcomings, narrow scope, and limiting success. At first, I was defensive. My income was rising, and I was experiencing measurable success. I thought I was advancing my career well. The mentor suggested that I was measuring my success based upon limited benchmarks; there were more opportunities in the market than I was assuming, and I was thinking and acting too small. I was creating a comfort zone that was holding me back. I was not willing to solicit hard-to-win relationships because my current clients were producing enough to satisfy my needs. One of the most important criticisms was that I was measuring success based upon peers within my company. He suggested that I look outward and measure my success based upon "what could be," if I were more aggressive, more driven, and more self-motivated to be my best. He challenged me to be an industry leader, rather than an above average producer within the company. He explained that:
No one is better suited to look out for number one than yourself.
Excuses are never acceptable to successful professionals. They learn from their mistakes and move on.
Credit departments are not your adversary, rather your partner.
By taking care of the little things, big goals can be achieved.
Always set stretch goals and plan to overachieve them in record time.
Accept constructive criticism as a compliment that someone wants to help you to be your best.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.