Lots of people are in sales. It has great motivation potential. The compensation can be amazing. It's challenging. And it takes lots of hard work, persistence and flexibility - going above and beyond - in ways most of us don't feel comfortable doing for a living.

And, the harder we work, the more proud we are of what we achieve. But in my marketing experience, I've seen very few people really excel in sales. No matter how hard they work, how much they go the extra mile, how motivated or how great their peristence and optimism. The individuals who excel at selling seem to do so effortlessly. Like they just have the knack for it. They just 'get it'.

I worked with a remarkable man many years ago, who had been promoted to a marketing position with no marketing knowledge or experience. But no one noticed that. He found out what marketing people do and hired a marketing person with the skills and knowledge he needed. Everyone was impressed by him. He made everyone happy just by making them relax - as if by magic - and by clearing the path for anything they asked for help with.

Now he's an extremely successful account manager for one of the biggest corporations in history.

I've seen those same qualities in the best sales professionals again and again. They find out what they need to know and do what they need to do to make getting what you want easy. It seems simple, but it's a specific set of very subtle social skills, driven to precision in each opportunity with keen sensitivity and adaptiveness. Sure, some of it can be learned. But the best are born with a natural talent which propels them higher than someone without that talent can ever reach.

Of course, finding one of these rare birds may not be convenient when you want one now. So be on the lookout year round for people who meet your profile checklist and introduce yourself to them. If you already have the right number, they'll be a just a phone call away when crunch time comes.

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