The Monthly Leader Review Volume 1, Issue 5
May 2006


Welcome to the May issue of the Monthly Leader Review. This months addition focuses on an expert in the sales consulting and training world. He goes by the name The Sales Hunter and is a good friend that I have had the pleasure of working with on several projects. I'm always amazed by the insights, humor and creativity he brings to the job. So with that said, I am proud to share my May interview with The Sales Hunter himself, Mark Hunter, President, MJH & Associates.

Mark Hunter, principal consultant for MJH & Associates, brings more than 20 years of professional experience in sales and marketing to his training programs. He has delivered them to more than 6,500 individuals throughout the United States. During his time in sales and marketing management he was responsible for sales training ConAgra Frozen Foods and assisted in training while at General Foods.

Mark not only has the expertise of sales, he also knows how to communicate it and make an impact on others. He's a member of the National Speakers Association, the premier speaking organization recognized around the world for its top- notch communicators. He is also a frequent speaker at industry conferences and contributes on a regular basis to numerous Consumer Package Goods (CPG) industry publication and industry newsletters.

During 2004 alone he traveled more than 125 days conducting programs and providing consulting services. The most frequent comment heard from people he works with is the level of interaction and knowledge he has of the company heís working for.

On a final note, Mark delivers a Daily Motivator Sales Tip to his clients and subscriber list. To see Mark in action while delivering his Daily Motivator Sales Tip just click on the Sales Hunter logo listed on the right side of the page below.


The May Leader Interview
  • Mark Hunter, President - MJH & Associates

    Mark Hunter, President - MJH & Associates

    Steve Gavatorta: What motivates you?

    Mark Hunter: The challenge of being able to achieve something others have said is not possible to achieve. In sales we all know what we did yesterday doesnít count itís only what weíre going to do today that matters. I think understanding this is what keeps the top salesperson coming back time and time again and I know it what drives me.

    Steve Gavatorta: How do you motivate your clients?

    Mark Hunter: Itís impossible to motivate anybody, I realize that runs contrary to what a lot of managers say but what I mean by this is unless a person wants to be motivated they wonít be motivated. When I motivate somebody all Iím able to do is to create an environment that allows them to become motivated. To achieve this requires the ďmotivation environmentĒ to include the vision of what will be achieved and the reason for why the vision makes sense. Now to achieve this we use a variety of tools and techniques all of which are anchored in what I refer to as ďCWCĒ communicate with conviction. Watch any great motivator and notice how their communication is delivered with conviction.

    Steve Gavatorta: Describe your leadership style?

    Mark Hunter: Focus on the strengths, cover up the weaknesses. Too many times we spend time helping people deal with their weaknesses and I say that is a misuse of time and resources. Todayís environment doesnít give us the luxury of time therefore to be successful we need to find ways to take the strengths we do have to the next level. To sum this up it means my leadership style is one that focuses on the top half of the organization. It means the top half will get the time, tools, and resources they need to succeed even if it means taking them away from the lower half. In the end leaders will get more out of an organization by helping the top performers go further than dealing with low performers and helping them survive.

    Steve Gavatorta: Who do you consider a good leader/role model & why?

    Mark Hunter: Jeffrey Immelt, CEO of GE, here is an individual who followed a legend, Jack Welch and took over the company during a very difficult period, 2001. Since then Jeffrey has had to deal with numerous global and corporate issues all the while keeping GE moving forward at the rate the investment community has come to expect from GE.

    Steve Gavatorta: Being an athlete, how did you see that sports helped you with your leadership style?

    Mark Hunter: Youíre asking me to condense a book into a few short sentences with this question. The biggest thing Iíve learned is how the role of the coach doesnít just play out during the game itself. Rather the role of the coach plays out over a lifetime. In my own life I can remember distinct comments or actions made by a coach both positive and negative that have hung with me for years. Itís important for us to remember what we do and say today doesnít go away but more times than not it sticks around in the minds of others for years to come.

    Steve Gavatorta: How do you motivate your customers to follow your suggestions/recommendations?

    Mark Hunter: One of the greatest talents that is on the decline is the ability to communicate with passion. When I look back on the numerous clients Iíve dealt with over the years the ones that have had success are the one where communication is done with passion. In the same way I find my recommendations have a far higher degree of implementation when passion exists on my part and the part of the client.

    Steve Gavatorta: Do you have any suggested reading on Management, Motivation and/or Leadership?

    Mark Hunter: Best example is not by reading but by visiting a Costco or a Starbucks. Here are two retailers that have created well defined businesses based on the quality of their people. At the top of both of these organizations are leaders who are involved. Jim Sinegal, CEO of Costco and Jim Donald CEO of Starbucks both take an active role in visiting stores and listening to what their people are saying. Both companies also have implemented high-cost labor models in industries where paying minimum wage is the norm. Now Iím not saying the success of these companies is based solely on these two individuals, no what Iím saying is these individuals have only helped create, foster, and grow an environment where people feel motivated.

    Steve Gavatorta: Thanks for your time, Mark....and good selling!.

    To learn more about Mark Hunter, Sales Hunter, just click on the link below.


    Hello, I'm Steve Gavatorta & welcome you to the first addition of the Monthly Leader Review. I hope you enjoy the interview and find it helpful. Please feel free to forward it on to others - there is no fee for signing up. For more about me, simply click on the link below.

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