On a recent episode of The Sales Hunter Podcast, Mark Hunter welcomed Brent Pohlman, CEO of Midwest Laboratories and author of Leading with Zest, to unpack how intentional leadership transforms companies, employees, and even sales results.
Why Brent Wrote “Leading with Zest”
Brent Pohlman brings years of experience leading a large, high-growth organization, but his leadership journey started with self-reflection. His first book, Leaders Look Within, laid the foundation for his fresh approach to energizing leadership.
“I had to look deep within myself and really understand what my values were in order to effectively lead,” Brent explained. Instead of resting on past achievements, he learned that leaders must take persistent action—and show their teams that they “do what they say.”
1. From Reflection to Action
Personal growth set the stage for Brent’s leadership evolution. He shared, “You have to act on all those things you believe in and really show people that you do what you say…You have to live it and you have to show it and you have to do that daily.”
For Brent, believing in yourself is inseparable from believing in your team. Leadership is only authentic when it’s lived purposefully, visibly, and consistently—at work and at home.
2. Overcoming Negative Self-Talk
Brent candidly described his battle with negative self-talk, which once held him back as a leader. A coach advised him to wear a rubber band and snap it for each negative thought, then write down the reason. “By the end of that month, I was down to zero,” he said. This exercise helped replace self-doubt with clarity and positivity.
The process doesn’t just transform the leader. It builds awareness—first of self, then of others. “You want to understand where others are coming from. Because if you can show, whether it’s empathy or just listening, you’re going to connect with them.” That’s the heart of relationship-building and a crucial link between sales and leadership.
3. Build on Trusted Relationships
Brent is clear about where he invests energy: trusted partnerships. “You want to work with trusted partners…when you say that, that really eliminates a lot of things that you spend a lot of time working on. And it really maximizes—you’re putting all your investment and energy in the people that matter.”
This clarity means focusing on people who act with integrity, whether employees, customers, or vendors. Brent’s approach is a practical filter for where to devote leadership and sales resources.
4. Living Purpose at Work—Visibly
Enter Midwest Laboratories’ “prayer board,” a simple chalkboard inviting anyone—employee or visitor—to share prayer requests. For Brent, it’s a reminder that care and purpose can be visible. No one is required to use it, but anyone can—a non-invasive sign of a culture that values people first.
Small touches matter, too. Brent emphasizes the power of greeting team members by name: “If we just stop and call people by their name, it really does show that we care.” Personal recognition, he points out, is a daily act of integrity and leadership.
5. Integrity Is the Long Game
Quick wins aren’t Brent’s aim. He says, “It’s the long game. And you stay connected, I think, better than anything else is that integrity. Who wants the short win, you know, or it doesn’t feel right?”
Though the transition to leading with zest wasn’t always smooth—especially balancing roles with his father—Brent believes leadership requires pushing beyond comfort zones, facing what’s buried, and bringing authentic purpose to the surface.
6. Adrenaline and Purpose
Purpose fuels Brent’s energy. Whether it’s his pre-dawn workouts or the excitement of a Kansas City Chiefs game, Brent seeks the kind of adrenaline that comes from acting intentionally, fast, and with conviction. “I think activity for me is really something that I really— I have to start my day off with as part of my workout. Cause I really want that experience.”
The Company’s Mission
Midwest Laboratories now counts over 330 employees and serves agriculture, environmental, and human and animal health. “I feel like we’re doing something every single day to help keep this country—keep our city, our country again, on the safe side.”
Leading with Zest—and Selling with Integrity
Brent’s journey and principles deliver one clear takeaway: leadership and sales are inseparable. Developing oneself, building trusted relationships, and leading with integrity all combine to create companies that retain both customers and talent—and drive growth that matters.
Want to go deeper? Get Brent’s book, Leading With Zest, on Amazon and bring genuine, actionable leadership into everyday business.
