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In my 29-year career, I have had the good fortune and pleasure to lead a number of sales teams, encompassing more than 1,500 top-notch sales professionals who have consistently exceeded goals. I also have been challenged to encourage those who were struggling to validate their positions.

Although there is no single magical formula, I have enthusiastically observed what seem to be six common characteristics displayed by virtually all high-quality salespeople:

• Widening the comfort zone. Genuine curiosity is the most common trait, which I see evidenced in excellent prospect discovery skills and an ongoing desire to improve. Discovery – the most important part of the sales process – is the ability to constantly ask questions, not from a sales playbook but from a deep-seated desire to understand a situation, challenge, opportunity, pain point or issue.

• A keen respect and appreciation for the process. My first sales manager insisted you cannot sell anything unless you understand the buying process: prequalification, discovery, solution development, delivery, etc. Missing a step meant restarting the process, or worse, losing the sale. Selling is a highly disciplined process, and those who succeed understand and respect each step.

• Selling as a team sport. An outstanding colleague recently won “Salesperson of the Year” for the second consecutive year. In his acceptance speech, he first recognized all members of the sales support, operations and technology teams who help him present the best solutions to his clients. He also often brought his support groups to the finalist sales table. Outstanding sales professionals are not afraid to ask for help.

• Love of competition. “That’s why we play the game” was the famous quote after Joe Namath led the New York Jets to their historic Super Bowl III victory despite being prohibitive underdogs to the mighty Baltimore Colts. Almost every good salesperson enjoys the craft’s competition.

• Intense care about the outcome. Empathy is critical and runs through every good salesperson. When a sales professional is recruited with the hope of bringing along some client relationships, this strategy succeeds if the clients believe the salesperson is motivated to achieve their objectives. The clients’ goals transcend those of the sales professional’s firm.

• The belief in a higher being. Some of the best sales pros have a “master of the universe” self-image. Yet in quiet moments they almost always admit they have been blessed by a higher authority. They understand they could not have achieved success on their own.

So there you have it. Some observations from a guy who has had the good fortune to be in the company of some of the finest front-line sales professionals in the world. If you find someone with these skills and traits, hire – and retain – them. Perhaps more important, befriend them. You cannot go wrong.

Chris Covill is managing director and national growth leader at Marsh Global Consumer.