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 TAKEAWAYS

• Lead 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 QUOTES

Quota 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 Hoverman

FOLLOW THE CONVERSATION
Connect with Kevin Hoverman
LinkedIn: https://www.linkedin.com/in/kevin-hoverman/

Connect with the Authentic Sales Manager Podcast
Website: https://authenticsalesmanager.com/
Episodes: https://authenticsalesmanager.com/Episodes
YouTube: https://www.youtube.com/@authenticsalesmanager
LinkedIn (Show Page): https://www.linkedin.com/company/the-authentic-sales-manager-podcast
Host: Harry Spaight on LinkedIn https://www.linkedin.com/in/harryspaight