ELFA - Equipment Leasing and Finance Association - Equipping Business for Success

Ask a Leader: Interview with Sean McKenna

Sean McKenna

Learning from a Leader: Career Development Advice

Interview with Sean McKenna, National Sales Manager, Great American Insurance Group

July 2024

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Interview conducted by Sylvianne R Evans, AVP Operations Manager, U.S. Bank, who is a member of the ELFA Emerging Talent Advisory Council. Learn more about this interview series.

When did you first get involved with ELFA, and how have you been engaged as a member thus far? How has being in ELFA helped your career?

I became involved with the ELFA and its Emerging Talent Advisory Council (ETAC) in 2019, collaborating with dynamic professionals to nurture industry leadership. Over four years, we launched initiatives to cultivate emerging talent within the ELFA. I then transitioned to the Service Provider Committee, continuing my industry contributions. This journey highlighted the value of relationships and fostered a sense of community within the ELFA, enhancing my professional contributions. These relationships enable knowledge sharing, mutual growth, and collective industry advancement.

When did you first join the equipment finance industry, and what has been the trajectory of your career?

I began my equipment finance journey in 2015 as a business developer. This position gave me insights into how our insurance programs bolster large dealer networks. As my role expanded, I delved into equipment financing and insurance complexities, viewing each challenge as a growth opportunity.

After three years, I transitioned to direct sales, working closely with ELFA clients and partners. This move increased my responsibilities and deepened my appreciation of the industry. My career, marked by continuous learning and growth, has given me a comprehensive understanding of the industry’s evolving dynamics. I’m grateful for the experiences and opportunities the equipment finance industry has provided.

What do you wish you knew about the industry before joining?

Early on, I didn't fully grasp the importance of active participation in industry events, networks, and organizations like the ELFA. I now understand that this involvement is not just about building a professional network but also about fostering learning and relationships that can significantly contribute to one's career growth.

One of the most significant realizations in my journey has been the importance of embracing discomfort and challenges. Whether it was speaking at conferences, joining committees, or seeking advice from industry veterans, these experiences have broadened my perspective and enhanced my skills. Looking back, I can confidently say that these proactive steps have played a pivotal role in accelerating my career progression and success in the industry.

What has been the biggest challenge you’ve faced in your own professional development?

The biggest challenge I faced was exiting the industry in 2018, only to return later. This journey taught me that the allure of other paths may not always match reality and helped me recognize what truly matters in life and career. Reentering the industry required rebuilding trust and re-establishing a professional presence. I had to reconnect with colleagues, demonstrate my commitment, and prove my value. Despite its challenges, this journey reinforced my industry dedication, spurred personal and professional growth, and deepened my appreciation for the supportive network and relationships I’ve fostered. It cemented my commitment to contribute to the industry’s growth and success.

What is the most rewarding risk of your career to date?

The most rewarding risk was transitioning into a direct sales role. It pushed me out of my comfort zone. Despite initial uncertainties, I viewed it as a chance to invest in myself and grow within our company.

I recognized the importance of teamwork when working with a client or prospect. By collaborating with colleagues and utilizing their expertise, we approach sales as a team, maximizing strengths and surmounting challenges.

How do you keep your team motivated despite conflicts and obstacles that you come across?

Maintaining team motivation is vital. It can be achieved through open communication and empathy. I believe in fostering a transparent culture where everyone can freely express their thoughts and concerns and encouraging ownership and involvement.

I also emphasize empathy in leadership, recognizing that everyone faces unseen battles. Remembering this when leading a team is crucial, as each person has unique challenges. 

What next goals or steps would you like to explore and achieve?

I’m committed to reciprocating the growth I’ve experienced in my industry. This includes mentoring aspiring professionals, sharing insights at industry events, and contributing to relevant causes.

Mentoring allows me to use my experiences, knowledge, and insights to guide the next generation of professionals. Active participation in industry gatherings enables me to contribute to discussions, bring fresh perspectives, and potentially drive industry growth and innovation.

I’m dedicated to supporting initiatives that promote diversity, inclusion, and talent development. My goal is to enrich the supportive community that has shaped my career and foster a vibrant and inclusive industry. This is my way of expressing gratitude and ensuring the industry’s continued growth and success.

Given ELFA’s commitment to diversity and inclusion, can you give some perspective on how emerging organizational leaders can promote diversity and inclusion?

Appreciate the unique perspectives of your employees. Businesses can surpass their goals by fostering collaboration among team members with diverse cultural backgrounds and experiences. As a leader, I try to communicate, listen, empathize, provide candid feedback, and resolve conflicts equitably. This inclusivity empowers employees, enabling optimal performance and unlocking innovation and creativity potential.

If you had to pick one, which is more important when considering a hire—soft or technical skills? You can’t pick both, and please include which soft or technical skill is most beneficial to success.

While both soft and technical skills are essential, I’d prioritize soft skills. Communication, teamwork, adaptability, and emotional intelligence are often innate or life-learned, while technical skills can be taught.

Building connections and fostering relationships are crucial in any role. Strong interpersonal skills facilitate effective collaboration, conflict resolution, and trust-building within teams and with clients. Candidates excelling in soft skills will likely integrate well into company culture and positively influence team dynamics.

Though an ideal candidate should balance both skills, I’d prioritize soft skills for their impact on relationship building, teamwork, and workplace dynamics.

What are the top 3 pieces of advice you would give to someone just entering the industry?

  1. Embrace Learning: Stay curious and proactive in expanding your knowledge and skills through training, mentorship, and self-study.
  2. Engage Actively: Participate beyond daily tasks. Attend industry events, join ELFA committees, and stay updated on trends. This involvement cultivates networking and aids professional development.
  3. View Challenges as Opportunities: See industry journey challenges as growth opportunities rather than roadblocks. Be resilient, adaptable, and solution oriented. Each challenge is a chance to develop skills and capabilities.