6 Uncoachable Qualities of Remarkable Sales Managers

August 18, 2014

There are many skills a sales rep can learn through experience, but there are also several that simply can’t be taught. Pantheon VP Sales & Business Development Scott Crawford outlines six uncoachable qualities to look for in your next great sales manager.

Not every sales rep is fit to be a sales manager. Although there are certain skills most can pick up — like forecasting and pipeline management — there are also a number of innate qualities the best managers have that you simply can’t teach. In this video, Pantheon VP Sales & Business Development Scott Crawford breaks down six different qualities he looks for that a rep needs to have in order to be successful sales management material (including a fundamental love and desire to sell).

6 Uncoachable Sales Manager Qualities

1) Confidence
When you’re responsible for pushing an entire team to rally and surpass their numbers you have to have a healthy amount of confidence coming in. Otherwise, you’re going to quickly become irrelevant.
2) Ability to work with strong sales personalities
No rep is the same, and they’re not all going to think like you or behave like you, either. You’ve got to be able to adapt to that and determine the best motivation and management strategy for each member of your team.
3) Intellectual capacity
You have to be able to not only motivate reps, but add value to your team, as well. You have to expand your capacities, and if you don’t have that intellectual curiosity and ability to learn on your feet you’re not going to get there.
4) Emotional maturity
You are going to be around many demanding people in demanding and at times highly stressful environments. You have to be able to handle that.
5) Ability to work within a structured organization
You may have your own style and it may be effective, but it also has to fit within the overall organization. Remember, your goals need to align with company’s, and that means helping your VP of Sales hit his or her goals, not just hitting your own. A proven ability to make your manager’s job easier will take you far.
6) Desire to grow and constantly improve
The best sales managers aren’t satisfied with initial wins. They’re always looking ahead to the next challenge and searching for ways to improve.

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Photo by: woodleywonderworks


Scott is the Co-Founder of <a href="">OneWindow Partners</a>, which is a sales consultancy focused on improving the sales strategy, alignment, application and operations to create incremental value inherent in our clients business. Previously, he was the VP Sales at GetPantheon.