A character study utilising The Character or Sales Character Index™ was carried out with 230 customer facing personel. 50 high earning software sales people, 50 medical representatives, 30 senior medical sales leaders and 100 customer facing personnel.

From the study we hoped to;
• discover which traits were consistently mature traits within the different groups
• discover which traits were consistently immature traits within the groups 
• record the differences in results between the groups
• ascertain whether the self analysis outcome differed from the 360° analysis
• measure the accuracy of the reports as interpreted by the individual

RESULTS
The results were facinating. Those who are highly successful usually have a highly developed “Authentic & Perceptive Self”, which refers to the dynamic between you and those you're seeking to influence positively. It is the bond of trust you are able to create, the level of caring and the attitude of service you convey, along with the sense of higher purpose or greater good that you communicate.

It is the opposite of selfishness and self-centeredness that develops your empathy and tunes your antenna to the emotional state of others. Such empathy ignites your Chemistry, adds to your Charisma and is a sign of Character.

CHARACTER
Mature and sound character commands trust and respect. It communicates inner strength and within a salesperson or leader, it communicates a confidence to customers, colleagues and subordinates alike. Sound character will often design and define future relationships and ultimately our reputation and success.

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