{"id":7024,"date":"2014-06-11T11:57:44","date_gmt":"2014-06-11T15:57:44","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=7024"},"modified":"2014-06-11T11:59:52","modified_gmt":"2014-06-11T15:59:52","slug":"twiis-and-print4pay-hotels-top-sales-reps-of-2014-sue-dailey","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2014\/06\/twiis-and-print4pay-hotels-top-sales-reps-of-2014-sue-dailey\/","title":{"rendered":"TWII\u2019s and Print4Pay Hotel’s Top Sales Reps of 2014: Sue Dailey"},"content":{"rendered":"
\"Stargel<\/a>

Stargel Office Solutions’ Sue Dailey, has set the standard for sales excellence at Stargel for the past 19 years.<\/p><\/div>\n

Name: <\/strong>Sue Dailey<\/p>\n

Title:<\/strong> National\/Global Account Manager<\/p>\n

Company:<\/strong> Stargel Office Solutions, Houston, TX<\/p>\n

Years in industry:<\/strong> 30 years\/19 with Stargel<\/p>\n

New business revenue: <\/strong>$1.8 million<\/p>\n

Gross revenue: <\/strong>$4.1 million<\/p>\n

Units placed: <\/strong>1,500+<\/p>\n

What they\u2019re saying about Sue:<\/strong> \u201cDuring her time at Stargel Sue has averaged over $2.4 million dollars in sales annually\u201d says TJ DeBello, VP of sales. \u201cHer nickname is \u2018Mama Sue\u2019 because she is always working with reps and giving out her \u2018Mama Sue\u2019s Sales Tip of the Day.\u2019\u201d<\/p>\n

Thirty years ago Sue Dailey was working as a secretary for an oil\/gas company, making $800 a month when she found herself a single mother with a 5-year-old daughter. \u201cI had to go out and find a job to support my little girl,\u201d she recalls.<\/p>\n

She answered an ad in the newspaper to sell Sharp copiers and was called in for an interview. \u201cI was so poor I had to charge a dress I couldn\u2019t afford for the interview. Her first boss in the industry, who also turned into her mentor, hired her mostly out of sympathy because he saw the price tags from her new dress hanging out from under the sleeve.<\/p>\n

But that\u2019s where the fairy tale ended and Dailey found herself thrust into the middle of a real and unfamiliar world. \u201cThe first three months I didn\u2019t sell anything,\u201d she says.<\/p>\n

Her boss told her she was way too nice. Luckily, she had a sales manager, she remembers as the best sales manager in the world, who sat her down and told her that she would teach Dailey in six months what it would normally take most sales reps to learn in a year.<\/p>\n

A sales rep without prospects is a sales rep that isn\u2019t going to last very long in this industry. And Dailey had none at the time. Her sales manager told Dailey to meet her at the office the next morning at 8 a.m. and to bring a sack lunch.\u00a0 The next morning, Dailey showed up, lunch sack in hand, and was taken to downtown Houston where she was dropped her off on the corner of Main and Texas Ave. where all the shipping companies were located, one of the worst districts in Houston. Her sales manager told her she\u2019d be back at 5:30 to pick her up and to have made 60 cold calls during that time.<\/p>\n

By 5:30 she had made 58 cold calls. \u201cI was petrified, but I had prospects,\u201d notes Dailey. \u201cSales people nowadays wouldn\u2019t do that.\u00a0 I did what I had to do.\u201d<\/p>\n

It\u2019s not like sales was a completely foreign concept to Dailey. Her father was a salesman who sold everything from insurance to bananas. \u201cHe was the ultimate salesperson,\u201d remembers Dailey. \u201cEvery morning he\u2019d put on what he called his \u2018monkey suit\u2019 and go out and sell. He worked hard and was always the best in any industry in any sales job he had.\u201d<\/p>\n

There must have been untapped sales potential in Dailey\u2019 genes; she just needed someone to help her tap into it. Once that happened, there was no stopping her.<\/p>\n

As she found her footing she realized that selling is a numbers game. She\u2019d break it down to the number of machines she needed to sell in a month to make a decent living. Back then that number was 8-10. Then she\u2019d break it down to the number of people she\u2019d have to call on and the number of demos she\u2019d have to present.<\/p>\n

\u201cBack in the day we were trained to set a minimum of 10 demos a week,\u201d says Dailey. \u201cYou\u2019d make the calls on Monday and schedule 10 demos because five would either cancel or reschedule. That would leave five a week with a closing ratio of 50 percent.\u201d<\/p>\n

She still follows the same rules and has had some of the same customers for 25 years who would never buy a copier from anybody but her.<\/p>\n

After 30 years she\u2019s built a good book of business. She has two accounts she\u2019s worked many years to grow into Toshiba\u2019s first two global contracts. They\u2019ve renewed those contracts for three consecutive terms.<\/p>\n

\u201cThose two accounts are my bread and butter and give me a cushion every month. I know these two accounts are going to place multiple orders every month.<\/p>\n

She has other loyal customers too, including oil and gas company accounts that started small and have grown into global companies.<\/p>\n

Dailey ended up at Stargel 19 years ago after the Ricoh dealership she was working for was bought out by Alco Standard. \u201cEverything went to hell in a hand basket,\u201d she laments. \u201cI was part owner or thought I was only to find out that meant nothing if you didn\u2019t own 51 percent. I had to go out and look for a job.\u201d<\/p>\n

Many of her co-workers had moved over to Stargel and when Sue visited with Jack Stargel, Stargel\u2019s owner, she accepted his offer and ended up bringing along many of her accounts. It\u2019s been a great match.<\/p>\n

\u201cWe complement each other,\u201d says Dailey. \u201cHe\u2019s provided the best service and support I could ever ask for and he\u2019s a great person to work for.\u201d<\/p>\n

These days Dailey has a little more time than she did in the past to kick back and relax. Sometimes you\u2019ll find her at her beach house in Sargent Beach, Texas or at the 148-acre family property in East Texas.\u00a0 She continues to maintain and restore the old home, built in 1915.\u00a0 For excitement, there\u2019s NASCAR races and NFL football. Cooking and gardening is also a favorite pastime.\u00a0 After all she is from Texas.<\/p>\n

Over the last 20 years Dailey has volunteered her time to the Houston Livestock Show and Rodeo on the Corporate Development Committee, soliciting donations college scholarships for deserving students in the Houston area who, with the HLSR scholarship, are able to attend college. \u00a0Plus, \u00a0this year she won the top sales award trip to Honolulu for the Pro Bowl from Toshiba America.\u00a0 Sue has been #1 in color sales for three consecutive years.\u00a0 \u00a0Instead of of taking the trip herself, she donated the trip to two deserving Navy Seals from Seal Team 8, the team featured in the movie Lone Survivor.<\/em><\/p>\n

\u201cI wanted gave back to the people who fought and sacrificed for the freedom we sometimes take for granted.\u00a0 \u201cThey deserved it more than I do.\u201d<\/p>\n

Over the course of her career she\u2019s witnessed a ton of changes in the industry yet concedes she\u2019s still old school in the way she sells. \u201cI see the way people do business has changed. I don\u2019t necessarily think that\u2019s for the good. A lot of people depend on social media. I\u2019ve never been able to sell a copier through social media. I still believe in face to face contact, face to face presentations, and the old school way of doing business\u2014a good personal handshake and building relationships. \u201c<\/p>\n

Does she have any advice for young sales people entering the industry?<\/p>\n

\u201cShut up and listen,\u201d she exclaims. \u201cI see a lot of them come in with a head full of scripts and solutions, and industry buzz words.\u00a0 Listening to the customer is the key to closing the sale.<\/p>\n

She still loves prospecting even since making those 58 cold calls 30 years ago. \u201cOne of the things I have the most fun doing is finding new business. \u00a0\u00a0Many salespeople expect and depend on leads.\u00a0 Successful sales professionals cannot depend on building a career based on leads.\u00a0 Finding a prospect and cultivating the business is a reward in itself.\u201d<\/p>\n

After 30 years, Dailey is still shooting straight and selling like crazy. She has no immediate plans to retire. \u201cJack [Stargel] won\u2019t let me,\u201d she says. \u201cI have built a customer base of loyal customers. \u00a0I am able to take a Friday off every now and then.\u00a0 I have my cell phone and I\u2019m able to do respond to customers and maintain contact with the office.\u00a0 When I\u2019m really busy I\u2019ll stay late to finish a bid or quote.\u00a0 On some Fridays I\u2019ll be the only rep here at 5. You do what you have to do to get the job done, but overall, I am very blessed.\u201d<\/p>\n

And that\u2019s what Sue Dailey has been doing for 30+ years.<\/p>\n","protected":false},"excerpt":{"rendered":"

Name: Sue Dailey Title: National\/Global Account Manager Company: Stargel Office Solutions, Houston, TX Years in industry: 30 years\/19 with Stargel New business revenue: $1.8 million Gross revenue: $4.1 million Units placed: 1,500+ What they\u2019re saying about Sue: \u201cDuring her time at Stargel Sue has averaged over $2.4 million dollars in sales annually\u201d says TJ DeBello, VP of sales. \u201cHer nickname is \u2018Mama Sue\u2019 because she is always working with reps and giving out her \u2018Mama Sue\u2019s Sales Tip of the Day.\u2019\u201d Thirty years ago Sue Dailey was working as a secretary for an oil\/gas company, making $800 a month when she found herself a single mother with a 5-year-old daughter. \u201cI had to go out and find a job to support my little girl,\u201d she recalls. She answered an ad in the newspaper to sell Sharp copiers and was called in for an interview. \u201cI was so poor I had to charge a dress I couldn\u2019t afford for the interview. Her first boss in the industry, who also turned into her mentor, hired her mostly out of sympathy because he saw the price tags from her new dress hanging out from under the sleeve. But that\u2019s where the fairy tale ended and Dailey found herself thrust into the middle of a real and unfamiliar world. \u201cThe first three months I didn\u2019t sell anything,\u201d she says. Her boss told her she was way too nice. Luckily, she had a sales manager, she remembers as the best sales manager in the world, who sat her down and told her that she would teach Dailey in six months what it would normally take most sales reps to learn in a year. A sales rep without prospects is a sales rep that isn\u2019t going to last very long in this industry. And Dailey had none at the time. Her sales manager told Dailey to meet her at the office the next morning at 8 a.m. and to bring a sack lunch.\u00a0 The next morning, Dailey showed up, lunch sack in hand, and was taken to downtown Houston where she was dropped her off on the corner of Main and Texas Ave. where all the shipping companies were located, one of the worst districts in Houston. Her sales manager told her she\u2019d be back at 5:30 to pick her up and to have made 60 cold calls during that time. By 5:30 she had made 58 cold calls. \u201cI was petrified, but I had prospects,\u201d notes Dailey. \u201cSales people nowadays wouldn\u2019t do that.\u00a0 I did what I had to do.\u201d It\u2019s not like sales was a completely foreign concept to Dailey. Her father was a salesman who sold everything from insurance to bananas. \u201cHe was the ultimate salesperson,\u201d remembers Dailey. \u201cEvery morning he\u2019d put on what he called his \u2018monkey suit\u2019 and go out and sell. He worked hard and was always the best in any industry in any sales job he had.\u201d There must have been untapped sales potential in Dailey\u2019 genes; she just needed someone to help her tap into it. Once that happened, there was no stopping her. As she found her footing she realized that selling is a numbers game. She\u2019d break it down to the number of machines she needed to sell in a month to make a decent living. Back then that number was 8-10. Then she\u2019d break it down to the number of people she\u2019d have to call on and the number of demos she\u2019d have to present. \u201cBack in the day we were trained to set a minimum of 10 demos a week,\u201d says Dailey. \u201cYou\u2019d make the calls on Monday and schedule 10 demos because five would either cancel or reschedule. That would leave five a week with a closing ratio of 50 percent.\u201d She still follows the same rules and has had some of the same customers for 25 years who would never buy a copier from anybody but her. After 30 years she\u2019s built a good book of business. She has two accounts she\u2019s worked many years to grow into Toshiba\u2019s first two global contracts. They\u2019ve renewed those contracts for three consecutive terms. \u201cThose two accounts are my bread and butter and give me a cushion every month. I know these two accounts are going to place multiple orders every month. She has other loyal customers too, including oil and gas company accounts that started small and have grown into global companies. Dailey ended up at Stargel 19 years ago after the Ricoh dealership she was working for was bought out by Alco Standard. \u201cEverything went to hell in a hand basket,\u201d she laments. \u201cI was part owner or thought I was only to find out that meant nothing if you didn\u2019t own 51 percent. I had to go out and look for a job.\u201d Many of her co-workers had moved over to Stargel and when Sue visited with Jack Stargel, Stargel\u2019s owner, she accepted his offer and ended up bringing along many of her accounts. It\u2019s been a great match. \u201cWe complement each other,\u201d says Dailey. \u201cHe\u2019s provided the best service and support I could ever ask for and he\u2019s a great person to work for.\u201d These days Dailey has a little more time than she did in the past to kick back and relax. Sometimes you\u2019ll find her at her beach house in Sargent Beach, Texas or at the 148-acre family property in East Texas.\u00a0 She continues to maintain and restore the old home, built in 1915.\u00a0 For excitement, there\u2019s NASCAR races and NFL football. Cooking and gardening is also a favorite pastime.\u00a0 After all she is from Texas. Over the last 20 years Dailey has volunteered her time to the Houston Livestock Show and Rodeo on the Corporate Development Committee, soliciting donations college scholarships for deserving students in the Houston area who, with the HLSR scholarship, are able to attend college. \u00a0Plus, \u00a0this year she won the top sales award trip to Honolulu for the Pro Bowl from Toshiba America.\u00a0 Sue […]<\/p>\n","protected":false},"author":3,"featured_media":7025,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[1479,1480,1478,1481],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7024"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=7024"}],"version-history":[{"count":2,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7024\/revisions"}],"predecessor-version":[{"id":7027,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7024\/revisions\/7027"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/7025"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=7024"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=7024"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=7024"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}