Posted: February 08, 2013
Colorado’s Most Powerful Salespeople: Sue Feakes
Account Executive, Workplace Resourcethe staff of ColoradoBiz
Sue Feakes, 49
Account Executive, Workplace Resource, Denver
WHAT SHE DOES: Develops and nurtures longstanding relationships with commercial clients for Workplace Resource Colorado, a provider of workplace environment solutions and products.
SALES PRODUCTION: Over the past 25 years Feakes has landed $175 million in business for Workplace Resource. Her annual sales figures regularly average between $5 million and $10 million.
BACKGROUND: Feakes joined Workplace Resource out of college, starting as a project coordinator when the company was known as Office Pavilion. Nine months later she transitioned to the sales team. Soon after, she took on the U.S. West (now CenturyLink) account and in less than five years had a $25 million sales year.
SALES ADVICE: "Four simple words: really know your customer," Feakes says. "Take the time to research and understand the customer’s culture and values. Through that process of discovery you will determine the distinct workplace challenges they face and will consequently be able to fashion solutions that are ideal for them. Always keep in mind that no two customers are alike, and each and every experience with a customer and their workspace helps you grow as a sales expert."
SALES PHILOSOPHY: "Every day I come to work with a deep appreciation of how fortunate I am to have the opportunity to provide my customers with a creative and strategic view of what is possible in their workplace," Feakes says. "My basic philosophy is that salespeople should always be thinking of every possible way to nurture relationships with every customer so they will regard you as an experienced and trusted partner."