In 2010, 41% of commercial equipment finance companies invested in formal credit training for their sales teams. Fast forward to 2024, and that number has plummeted to just 19%, according to Secured Research. At the same time, recruitment practices have shifted—firms hiring ‘experienced’ sales professionals no longer check for formal credit training as a prerequisite.

What’s the fallout? A widening expertise gap, a loss of structuring sophistication, and an industry increasingly defined by commoditized deal-making rather than strategic financing solutions.