This week we look at a trait that is important when assessing sales candidates for complex, long sales cycle positions. Proactive or reactive is the difference in this highly valued sales trait.
Proactive Thinking
The ability of a salesperson to evaluate future implications of current decisions and actions. This would include examining the long-range effects of a decision. The ability to mentally create the scenarios and outcomes of situations that could develop from decisions or plans of action.
A salesperson with strength in this capacity will tend to evaluate current situations, needs and actions based on how they will change in the future.
A salesperson with weakness in this area will tend to react to events as they present themselves. The focus is solely on the present.