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 doesn’t count it’s only what we’re 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: It’s 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 won’t be motivated. When I motivate somebody all I’m able to do is to create an environment that allows them to become motivated. To achieve this requires the “motivation environment” 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 “CWC” 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. Today’s environment doesn’t 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: You’re asking me to condense a book into a few short sentences with this question. The biggest thing I’ve learned is how the role of the coach doesn’t 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. It’s important for us to remember what we do and say today doesn’t 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 I’ve 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 I’m not saying the success of these companies is based solely on these two individuals, no what I’m 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!.

http://www.thesaleshunter.com