The Authentic Sales Manager

Troy C. Smith went from a high school dropout in the Bronx to GEICO's #1 Sales Manager nationwide. Over a 24-year GEICO career, with more than two decades in leadership, he learned that lasting results come from people, not just numbers. In 2023 he founded HOPE Inspirational Speaking LLC (HOPE stands for Help Open People's Eyes) to help people see their value, potential, and purpose.Troy is a TEDx speaker, a Purpose Factor Certified Coach, and John Maxwell Team certified. He's also the author of Value-Driven Leadership: The Power of Servant Leadership with Teach, Model, and Coach. His high-energy, authentic style helps leaders build teams where people feel seen, heard, and valued. SHOW SUMMARYIn this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Troy C. Smith to unpack an extraordinary leadership turnaround: taking a GEICO sales team ranked 22nd out of 23 and leading them all the way to #1. Troy’s journey, from high school dropout in the Bronx to GEICO’s #1 Sales Manager nationwide, shaped a leadership philosophy centered on one fundamental truth: every human being wants to be seen, heard, and valued.Troy shares his REAL framework for authentic sales leadership, Relevant, Engaging, Authentic, and Lead with Love, and explains why genuine care, trust, and unconditional “agape” love belong in the workplace. He also breaks down his Teach, Model, and Coach approach, the importance of coming alongside salespeople instead of becoming the team’s permanent closer, and why great managers should ultimately work themselves out of a job by developing people who can succeed without constant intervention.KEY TAKEAWAYSMake People Feel Seen, Heard, and Valued: Troy believes this basic human need sits at the center of strong leadership, trust, and performance.Lead the REAL Way: Authentic sales management means being Relevant, Engaging, Authentic, and willing to Lead with Love.Love Belongs in Leadership: Troy describes leadership through agape love—care that is not dependent on performance or prerequisites.Listen Before Expecting Buy-In: Troy’s turnaround reinforced a critical principle: people are much more willing to listen after they feel they have genuinely been heard.Come Alongside Your Team: Great managers resist becoming the hero or permanent closer. Instead, they develop salespeople who can confidently handle situations themselves.Work Yourself Out of a Job: Leadership success is not measured by how dependent the team is on the manager, but by how capable the team becomes without constant intervention.Teach, Model, and Coach: People learn differently. Effective leaders teach the skill, demonstrate it, and then coach their people as they apply it.Make Coaching Feel Valuable: Coaching should feel like an opportunity to grow—something employees appreciate rather than something they associate with punishment.HIGHLIGHT QUOTES“Every human being wants to be seen, heard, and valued.” — Troy C. Smith“People never listen until they’ve been heard.” — Troy C. Smith“You would’ve all fired yourselves.” — Troy C. Smith“You can’t see the picture when you’re the frame.” — Troy C. SmithFOLLOW THE CONVERSATIONConnect with Troy C. Smith: https://www.linkedin.com/in/troy-c-smith-hope/Website: https://troycsmith-hope.com/Connect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

Lee Salz, founder and CEO of Sales Architects®, is an internationally renowned sales management strategist specializing in building world-class salesforces. Known as a sales contrarian, he combats old-school, ineffective selling methods and challenges you to think differently about your selling approach.SHOW SUMMARYIn this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Lee Salz, globally recognized sales differentiation strategist and author of The First Meeting Differentiator. Lee challenges sales leaders to rethink what authentic management really requires—from genuinely caring about the success of their people to creating the structure salespeople need to perform consistently.The conversation explores the challenges of the “selling manager” role, why clear expectations and compensation must work together, and the difference between entrepreneurial and execution-driven sales organizations. Lee also explains why every company needs a documented sales playbook and why the first meeting is the foundation of every deal. Instead of leaving that critical conversation to individual style, leaders must define what great selling looks like, teach it, and coach their teams to execute it.KEY TAKEAWAYSAuthenticity Starts with Genuine Care: Authentic sales leaders sincerely care about the success of their people and focus on bringing out their best.The Selling Manager Role Creates Conflict: Asking someone to manage a team while carrying a territory can create competing priorities unless expectations are clearly defined.Compensation Drives Behavior: A manager’s compensation plan must reinforce the behavior the company expects. Misaligned incentives will pull attention in the wrong direction.Experience Determines the Management Model: A seasoned sales team may require less hands-on leadership, while newer salespeople need significant coaching and field support.Entrepreneurial Sales Teams Are Risky: Hiring salespeople and expecting them to independently figure out how to sell for your company creates inconsistency and unnecessary failure.Build an Execution Sales Organization: Strong sales organizations define exactly how selling should happen and then hire, train, and coach people to execute that approach.HIGHLIGHT QUOTES"Every sales organization, big or small, needs a sales playbook that defines, ‘This is how you sell for our company.’” — Lee Salz“If you never taught them how to sell, what makes you think their prior employers did?” — Lee Salz“Take our best practices and institutionalize those as process.” — Lee Salz“You do a better job in that first meeting, winning’s gonna take care of itself.” — Lee SalzFOLLOW THE CONVERSATIONConnect with Lee Salz:https://www.linkedin.com/in/john-noble1/Website: https://salesarchitects.com/Custom Sales Playbook: https://salesarchitects.com/custom-sales-playbookConnect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

John Noble is a leadership development professional, trainer, coach, and people-first leader dedicated to helping others grow in confidence, lead with character, and develop those around them.Guided by his mission to Love, Train. Coach and Empower, John creates practical learning experiences that inspire growth and drive lasting change. His vision is to energize the leader within others and help create a legacy of leadership. Through listening, service, accountability, and unwavering integrity, he helps individuals and organizations unlock their potential and transform learning into action.John is also the founder of The Noble Leader, LLC, a leadership development, coaching, speaking, and business advisory firm focused on helping business owners and leaders solve the challenges that prevent growth and profitability. As a John Maxwell Certified Team Member, with over 24 years of experience in the insurance industry in sales, service, leadership development, and team performance, John has become a trusted coach, trainer, speaker, and advisor. His passion is helping business owners strengthen leadership, increase sales performance, improve customer experience, and build high-performing teams that drive sustainable success.SHOW SUMMARYIn this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with John Noble (a 25-year sales leadership veteran) to unpack what an authentic leader actually does when the numbers look bad. John breaks down his foundational mantra—Love, Train, Coach, Empower—and tells the story of taking over a dead-last sales team of 11 people and transforming them into the #1 and #2 ranked teams in a 40,000-person company without mentioning numbers for the first three weeks! They also explore the difference between checking for understanding versus checking for execution, his 4-question nightly journaling routine, and why recognition only lands if it's delivered in the language a rep receives.KEY TAKEAWAYSThe Skill vs. Will Misconception: Only about 2% to 5% of reps genuinely lack the will to succeed. The remaining 95% want to perform well, but they lack either understanding, adequate practice, or supportive leadership.100% Leadership Ownership: When a team member struggles, authentic sales managers look in the mirror first and ask, "Have I done everything I possibly can to help this person?"Love Comes First: Leading with genuine love and care for reps as whole human beings creates deep trust, which inspires effort and performance that numbers alone can never drive.Turning Around Dead-Last Teams: Taking over a struggling team doesn't require a lecture on quotas. Sitting down, listening, demonstrating empathy, and building connection can turn a bottom-tier group into top-ranked performers.Check for Execution, Not Understanding: A rep nodding and answering "does that make sense?" only proves they understand the concept. Real coaching requires checking for execution through roleplays, joint customer appointments, and teach-backs.Empathy Over Money: Modern salespeople—especially younger generations—are rarely driven by money alone. They want workplace connection, purpose, and leaders who understand their personal struggles.The 4-Question Nightly Reset: To maintain personal growth during sales slumps, reflect on four questions every night:What did I learn today?What went well today?What is the one thing I can do tomorrow for my personal growth?What is the one thing I can do to improve the business?HIGHLIGHT QUOTESTo me, being an authentic sales manager is knowing your strengths and opportunities... knowing yourself and being yourself every day.I always say these four words: Love, Train, Coach, and Empower. Love is the start of it all.When somebody who reports to you is struggling, you have to take 100% ownership. You gotta look in the mirror.Ninety-five percent of people have come to work and they really wanna do well. There's just something missing.A nod at 'does that make sense' is not the same as being able to do it in front of a customer.FOLLOW THE CONVERSATIONConnect with John Noble: https://www.linkedin.com/in/john-noble1/Connect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

Ryan Brancheau, author of Memoirs of a Mediocre Salesman, joins The Authentic Sales Manager in this episode : Memoirs of a Mediocre Salesman: Why Sales Leadership Is Supposed to Be HardSHOW SUMMARYIn this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Ryan Brancheau, author of Memoirs of a Mediocre Salesman. Ryan brings 30 years of experience in the finished lubricants industry, 10 years as a high-performing individual contributor followed by two decades leading sales teams, to share a raw, honest look at the realities of sales leadership.Ryan and Harry dive into the difficult jump from top producer to manager, explaining why the "scoreboard" is no longer yours and why the job is never supposed to get easy. Ryan shares why authentic leadership requires owning the team's losses, why "you failed" should never be spoken to a rep, and how embracing friction and discomfort is the only true way to grow. From getting on the field with your team to turning around so-called "low performers," this conversation is a masterclass in servant leadership, humility, and accountability.KEY TAKEAWAYSThe Core of Authenticity: An authentic sales manager sets the standard, owns the outcome, and does the work alongside the team to achieve things greater than they thought possible.Owning the Losses, Sharing the Wins: When the team wins, the spotlight stays on the reps. When the number misses, the loss belongs to the leader. The phrase "you failed" should never come out of a manager's mouth.Get on the Field: Nothing meaningful happens in an ivory tower. Unlike football coaches who must stay on the sidelines, sales leaders have the privilege of getting on the field and playing the game with their team.The "Natural Salesman" Myth: Great salespeople and leaders aren't just born with charisma; they are built through relentless work ethic, friction, and firsthand experience.Peeing on the Electric Fence: Living by Will Rogers’ famous quote, Ryan emphasizes that most people don't learn from reading or observation—they learn by "peeing on the electric fence". The goal isn't avoiding pain, but ensuring you don't pee on the same fence twice.Embrace the Hard Days (Masochism Matters): Sales leadership isn't supposed to get easy. Real growth comes from the friction and resistance of hard days, not from smooth sailing.Conflict Delayed is Conflict Multiplied: Avoiding difficult conversations only makes them worse. Coddling reps or delaying feedback hurts their careers and home lives long-term.HIGHLIGHT QUOTESTo me, being an authentic sales manager really is just having that genuine care to set the standard, own the outcome, and do the work alongside others.When the outcome's a positive one, the spotlight should always be on the team... when things are going bad, it's my responsibility.There are three kinds of men: Ones that learn by reading, a few that learn from observation, and the rest of us have to pee on an electric fence.Conflict delayed is just conflict multipliedIt's supposed to be hard, but the key is not to repeat... Just don't pee on the same fence twice.FOLLOW THE CONVERSATIONConnect with Ryan Brancheau: https://www.linkedin.com/in/rebrancheau/Ryan Brancheau's Book: https://a.co/d/0d9A0y3TConnect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

Rene Zamora is the founder of Sales Manager Now and author of Part-Time Sales Management. With over 20 years of experience as a fractional sales leader, Rene helps small and mid-sized business owners build, lead, and retain high-performing sales teams. He specializes in helping "player-coaches" and newly promoted leaders navigate the transition from individual contributor to impact-driven manager.SHOW SUMMARYYou were crushing your quota, hitting every target, and winning awards. Then leadership handed you a promotion and asked you to "create more people just like you."Here is the problem: That is not the job.In this episode of The Authentic Sales Manager, host Harry Spaight sits down with Rene Zamora (Founder of Sales Manager Now) to unpack the transition that trips up so many top sellers. Rene gets candid about his very first management opportunity—where he admits he wanted the commission override without the actual responsibility, and how he handed the rep back after just one month!Rene breaks down the "player-coach" model, explaining why it requires wearing two distinct hats rather than running one blended role. They discuss the necessity of strict time-blocking, why taking an "important" client call in front of a rep destroys their development, and how a 5:30 AM check-in call from an old manager taught him more about leadership than any formal training program. Whether you just got promoted, still carry a personal quota, or own a company and want to stop relying on cloned top performers, this conversation will save you immense pain.KEY TAKEAWAYSThe Cloning Myth: Managing a sales team isn't about duplicating your personal selling style; it's about empowering different personalities to execute a structured process effectively.Overrides vs. Responsibility: Taking on a management title for the financial override without committing to developing people leads to fast failure. True leadership requires accepting the responsibility first.Two Hats, Not One Blended Role: The player-coach role requires strict boundaries. When you are selling, wear your sales hat and block dedicated time. When you are coaching a rep, be 100% present—never take an "important" call while developing a team member.The Power of Consistency (The 5:30 AM Call): True accountability isn't about micromanagement; it's about reliable, consistent leadership check-ins that show you genuinely care.Elevating Top Producers: You don't always have to force a veteran top producer to change. When you build a structure where newer reps start winning bigger accounts, top producers naturally step up out of healthy competitiveness.Earning Authority: Leadership isn't granted by an organizational chart. It requires calling out bad team habits (like constant complaining) and asking: "Do you want me to be your leader?"HIGHLIGHT QUOTESYou were crushing it. Then someone asked you to create more people like you. That is not the job.When it's time for you to sell, just sell and don't worry about the others... And when you're in front of your team, don't be answering sales calls.Do you want me to be your leader?"FOLLOW THE CONVERSATIONConnect with Rene Zamora: https://www.linkedin.com/in/renez/Connect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

Most Monday morning sales meetings are a drain on energy, they drag, wander, and devolve into passive status reports that leave everyone wondering what was actually accomplished. In this episode of The Authentic Sales Manager, host Harry Spaight sits down with Daryn Lawson to break down how implementing EOS-style L10 meetings can revolutionize a sales organization.Daryn shares a proven framework for running tight, highly efficient sales meetings that start on time, end on time, and drive real operational momentum. They cover why starting with positive wins and shout-outs builds team culture, how tracking leading indicators on a simple scorecard beats the classic "what did you write last week" interrogation, and how to maintain public accountability without resorting to public shaming. Finally, Daryn reveals the single question that strips away pipeline fluff and turns vague forecasts into firm commitments: "When will they sign?"KEY TAKEAWAYSThe EOS L10 Meeting Structure: An "L10" (Leadership 10) meeting is designed so that participants rate it a 10/10 at the end. It relies on a predictable agenda: start on time, celebrate positive wins, review core values, check scorecards, share headlines/shout-outs, solve issues, and end on time.Start With Something Good: Opening every meeting with a positive personal or business win sets a constructive tone and builds energy before diving into metrics.Leading Indicators vs. Lagging Revenue: A scorecard shouldn't just ask "what did you close?" Tracking leading indicators (first-time meetings, discovery calls, qualified funnel additions) allows leaders to spot pipeline issues weeks before they hit the revenue line.Public Accountability, Private Support: Seeing a blank scorecard in front of peers creates natural public accountability and healthy peer pressure. However, berating reps publicly destroys trust. A blank scorecard should trigger a private, supportive 1-on-1 coaching conversation.The "When Will They Sign?" Rule: Fuzzy forecasts like "closing this month" are not real dates. Accurate forecasting requires asking the prospect for a specific day and commitment, bridging the gap between sales promises and operational inventory planning.Bridging Sales and Operations: Accurate sales forecasting isn't just about sales quotas; operational teams, inventory managers, and service departments depend on sales timelines to deliver a great customer experience.HIGHLIGHT QUOTESBeing an authentic sales manager means always being there for our people... when everything's congruent and gelling, then good things will happen.A lot of times that stuff goes unseen. These meetings are designed to pump up the people a little bit, but really recognize them as people doing good work.If you can get your salespeople to put dates on everything, your conversations are gonna be better, your pipeline's gonna be better, and your meetings are gonna be better.Accountability is saying: 'This is what I'm gonna do to get to my goal, and I'm gonna report on my activity to get there in front of everybody.FOLLOW THE CONVERSATIONConnect with Daryn Lawson: https://www.linkedin.com/in/darynlawson/Connect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

In this episode of the Authentic Sales Manager Podcast, Harry Spaight takes the mic for a solo conversation about one of the most common traps sales leaders fall into: giving their people answers instead of developing their ability to think. Drawing from his own experience transitioning from successful salesperson to sales leader, Harry shares why being the team’s constant “answer person” may solve today’s problem while creating dependency tomorrow.Harry explores how managers can shift from telling to coaching by turning answers into questions, helping salespeople evaluate their own options, and connecting everyday activities to the personal income goals they want to achieve. He also shares a simplified coaching approach inspired by the GROW methodology, explains how to create accountability without micromanagement, and shows why asking permission to coach can create greater ownership and stronger performance.KEY TAKEAWAYSStop Being the Answer Person: Constantly solving problems for your team may feel helpful, but it prevents salespeople from developing their own judgment and confidence.Turn Answers Into Questions: Just as strong salespeople ask rather than tell, effective sales managers use questions to encourage their people to think through challenges.Ask, “What Are Our Options?”: Harry simplifies the coaching process with one practical question that gets salespeople thinking instead of immediately looking to their manager for the solution.Let Them Own the Decision: When reps evaluate their options and choose a path themselves, they are more likely to remember the lesson and handle similar situations independently in the future.Accept That Your Answer May Not Be the Only Answer: Sometimes there are multiple reasonable solutions. Giving people room to make decisions helps develop confidence and ownership.Connect Income Goals to Daily Activity: If a salesperson wants to earn $100,000, help them understand what that means hourly, daily, and weekly—and what behaviors justify that level of income.HIGHLIGHT QUOTESHow do we turn our answers into questions to get the person to actually think?When people think on their own…it’s a lot easier to own that and to recall that in the future.When someone came to me with a challenge or a question or problem, I simply threw it back and said, ‘What are our options?As a coach, you’re making yourself available for them to talk through what they already know in their heart what the answer isGiving them the freedom to make the choice and then sticking with it…is way better for the growth and development of that individual.FOLLOW THE CONVERSATIONConnect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with longtime sales leader James Ghormleyto explore what genuine empowerment looks like in sales management. Jim brings decades of experience, beginning his career at IBM before serving as a sales leader and vice president across multiple technology companies. Today, he works as a fractional sales leader with SalesQB.James explains why the best sales managers stop babysitting their people and start helping them take real ownership of their territories. The conversation explores how to create accountability without micromanaging, hire salespeople who want to run their territory like a business, support employees’ career goals without invading their privacy, and maintain the professional boundaries required to lead effectively.KEY TAKEAWAYSEmpowerment Creates Ownership: Empowered salespeople take responsibility for their progress, performance, territory, and results instead of waiting for constant direction.Treat the Territory Like a Business: Sales reps should view their accounts, products, time, and opportunities as their own business—and make strategic decisions accordingly.Stop Babysitting Your Team: Excessive monitoring can cause salespeople to become guarded and hide information. Leaders should create open conversations rather than interrogations.Use a Simple Weekly Cadence: Ask what the rep accomplished last week, what they plan to achieve this week, and what support they need from their leader.Let the Rep Lead the Conversation: Strong coaching relies on thoughtful questions that allow salespeople to explain their plans, challenges, and progress in their own words.HIGHLIGHT QUOTESEmpowerment is where you get them to take ownership of that progress and those metrics, and then you support them and help them achieve it.The babysitting mentality tends to make the reps pull within themselves and try to hide the details.One thing you have ultimate control over is your time and your attitude.Murphy’s Law is alive and well in sales.They need to go run that business and generate the profits and the income that they desire.FOLLOW THE CONVERSATIONConnect with James GhormleyLinkedIn: https://www.linkedin.com/in/james-ghormley-1766121/Connect with James Ghormley at SalesQB: [email protected] with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Armen Avanessian, an award-winning fintech and payments sales leader and the author of Selling Senses. With more than 20 years of frontline experience, Armen introduces a fresh approach to leadership that combines sensory influence, emotional intelligence, and spiritual intelligence to create stronger connections and better team performance.The conversation explores Armen’s concept of Sensory Leadership and the six senses that shape how employees experience their leaders. Armen explains how great leaders help people see the vision, hear more than words, create lasting memories, feel safe and valued, experience a positive culture, and connect with a deeper sense of purpose and inner wisdom. He also introduces the Leadership Experience Loop, six questions employees are silently asking after every interaction with their leader.KEY TAKEAWAYSLeadership Creates an Experience: Authentic leadership is not only about strategies, processes, and KPIs. It is about creating experiences that shape how people think, feel, trust, and perform.Help People See the Vision: Great leaders connect daily responsibilities to a bigger purpose, helping employees see the possibilities, opportunities, and future their work can create.Build the Vision Together: Mission statements, team themes, colors, and even music become more meaningful when employees help create them instead of receiving them from a “soapbox leader.”Hear More Than Words: Active listening requires leaders to notice emotion, hesitation, fear, confidence, tone, and body language—not simply the information being communicated.Create Positive Memories: Meaningful conversations, shared meals, personal connections, and memorable moments help build trust that lasts beyond a single meeting.HIGHLIGHT QUOTES“An authentic sales leader is one that is creating experiences for their direct reports that shapes how they think, how they feel, how they trust, and how they perform.” — Armen Avanessian“People will follow you based on how you make them feel.” — Armen Avanessian“Can your team see tomorrow because of your leadership?” — Armen Avanessian“Don’t be a soapbox leader.” — Armen Avanessian“When your team leaves a conversation with you, do they actually feel heard or just managed?” — Armen Avanessian“Eyes forward, ears open, heart open.” — Armen Avanessian“Every workplace has emotional memories, whether we want to acknowledge it or not.” — Armen AvanessianFOLLOW THE CONVERSATIONConnect with Armen AvanessianLinkedIn: https://www.linkedin.com/in/armen-avanessian/Armen's Book: Selling Senses:Unlocking the Power of Sensory Sales and Inner WisdomConnect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with longtime friend and sales leader Kevin Hoverman, Vice President of Sales at Kelly Office Solutions. Drawing from decades of experience as both an individual contributor and a sales leader, Kevin shares how the most effective managers show up authentically, work alongside their teams, and genuinely care about helping people achieve their personal and professional goals.The conversation challenges the traditional leadership approach of simply assigning a quota and demanding results. Kevin explains why managers must first understand each salesperson’s personal “why”—the dreams, responsibilities, family goals, and aspirations that motivate them. Harry and Kevin also explore servant leadership, individualized business plans, the transition from salesperson to manager, continuous learning, the importance of self-awareness, and why modern technology should enhance rather than replace genuine human connection.KEY TAKEAWAYSLead with Their WHY: Salespeople are more motivated by their personal goals, dreams, and responsibilities than by a company-assigned quota.Quota Will Take Care of Itself: When leaders help people achieve what truly matters to them, stronger performance and quota attainment naturally follow.Leadership Is Service: Authentic leadership means putting the development and success of others ahead of personal recognition.Build Individualized Business Plans: Every salesperson has different motivations, skills, and goals. Effective coaching must be personalized rather than one-size-fits-all.Protect the Human Connection: AI can support sales and marketing, but it should never replace the genuine human voice and relationships that make sales effective.HIGHLIGHT QUOTESQuota matters because if you don’t achieve quota, you won’t be employed. But quota doesn’t mean anything because if you only hit quota, you won’t achieve any of your goals.” — Kevin Hoverman“If we just focus on you achieving the things you want to achieve, quota will take care of itself.” — Kevin Hoverman“It’s hard to be an authentic human if you’re not being a human.” — Kevin Hoverman“The minute I let AI become me in my messaging, in my calls, we’re really missing what makes sales powerful, and that is the human connection.” — Kevin Hoverman“You’re the president and CEO of You, Inc., and our job is just to help you succeed.” — Kevin Hoverman“What fills my bucket is helping other people achieve their goals.” — Kevin HovermanFOLLOW THE CONVERSATIONConnect with Kevin HovermanLinkedIn: https://www.linkedin.com/in/kevin-hoverman/Connect with the Authentic Sales Manager PodcastWebsite: https://authenticsalesmanager.com/Episodes: https://authenticsalesmanager.com/EpisodesYouTube: https://www.youtube.com/@authenticsalesmanagerLinkedIn (Show Page):  https://www.linkedin.com/company/the-authentic-sales-manager-podcastHost: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight