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.<\/p>\n
Proactive Thinking<\/font><\/strong> A salesperson with strength<\/em> in this capacity will tend to evaluate current situations, needs and actions based on how they will change in the future.<\/p>\n A salesperson with weakness<\/em> in this area will tend to react to events as they present themselves. The focus is solely on the present.<\/p>\n","protected":false},"excerpt":{"rendered":"
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.<\/p>\n