The new norm is there is no norm. Did you wake up this past January and think that 2020 would be what it is now? Probably not. This is causing a real problem, because it’s making too many salespeople be reactive in nature. You can’t afford to be reactive. More than ever in this point in time, you must be proactive. I wrote the book, A Mind For Sales, where I stress the importance of having a proactive mindset. Believe it or not, you can’t control what’s going on out there. I can’t either. Neither one of us knew what would transpire over the last 60 to 90 days and we have no idea what will unfold over the next 60 to 90 days.
Video – Are You a Proactive or a Reactive Salesperson?
The problem I see is too many salespeople hunkering down and saying, “I’m just going to take care of existing customers. I’m