It is doubtful this word appeared in the job description under which you were hired. However, it is likely to be the single most important ingredient in separating successful salespeople from the also-rans.

Defining professionalism may be difficult for many sales managers; however, they certainly know it when they see it and likely they wish every salesperson exhibited this quality. This word could be defined in any way you choose based on different circumstances, and here are a few suggestions based on my years of experience in dealing with people in the business world.

• Having a high degree of integrity which guides your decision making. This means you avoid short cuts and assume that every decision has the potential to be examined on the front page of the local newspaper and therefore must be ethical, safe, mutually beneficial to the customer and the company, and consistent with the values of the organization.

• Being proactive and figuring out where mistakes are likely to happen and correcting them in advance.

• Never badmouthing the competition, even when invited to do so by the customer.

• Working constantly and consistently to improve your knowledge of the product and the industry.

• Honing your presentation skills to improve your chances for a sale.

• Taking 100 percent responsibility for communication between yourself and the customer and being willing to admit your mistakes upfront.

• Presenting yourself and your product in the most flattering way possible. This means professional dress and sharp, clean, up-to-date sales materials.

• Being willing to recommend a competitor to the customer when it is clear that would be in the customer's best interest.

How would you define professionalism? Add your ideas to our forum page.

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