New Delhi, March 18 -- There is something remarkable about the best salespeople, something quiet. Not the loudest, not the most decorated, not the ones with the fanciest titles or biggest incentive payouts. The truly effective ones, if you spend enough time around them-in liquor distribution, IT services, pharmaceuticals, agricultural inputs, across every sector-you begin to notice a common thread that has nothing to do with technique or personality type.

They have pride in their work. This is not the pride that comes from a sales award at an annual jamboree or being featured in the company newsletter, a cash reward for nudging quarterly numbers up or other such motivators. But from something deeper. This pride emanates from a felt sense...