Colorado's Most Powerful Salespeople: Joe Thurman
Joe Thurman, 28
Senior director of business development, Innovar Group, Greenwood Village
WHAT HE DOES: Specializes in developing and cultivating business relationships that ultimately produce sales for Innovar’s technology staffing services. Efforts are focused on supporting C-level, director and management-level IT professionals with a responsibility for hiring IT staff to support their respective organizations.
SALES PRODUCTION: Revenue for 2011 was $4.5 million and a projected $6 million in 2012.
BACKGROUND: Raised in Colorado Springs, Thurman was a star running back in high school where he earned the nickname, "Mighty Joe." Innovar co-owner Darryl Hoogstrate says that moniker remains apt. "Joe is focused, tenacious, diligent and a leader," Hoogstrate says.
SALES ADVICE: "I don’t put much stock in sales tips or tricks," Thurman says. "Rather, I feel personal and professional development is of utmost importance. While there are key skill sets such as negotiating and strategic planning one must develop as they advance in their sales career, I believe operating with best practices in life is the key to allowing a person to be the best at whatever they decide to do. I also believe that it is imperative to surround yourself with successful and driven people at work and in your personal life."
SALES PHILOSOPHY: "Sales is much more than just closing a deal," Thurman says. "In every aspect of business or personal interaction we are selling our thoughts, strategies and capabilities. In some cases, the solution to a client’s problem may not be a service that I offer. However, I can help them connect the dots and continue to move their organization forward. The biggest deals come from trusted relationships that you have built and invested in over the years."