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Commercial Proactivity
Commercial Proactivity

What is Commercial Proactivity?

Commercial Proactivity is one of the key competencies that any leader looks for in the elements of their sales force.

The proactive behavior in organizations corresponds to the spontaneous behaviors of the worker, to make changes in his or her work environment, anticipating the problems, and having in view of the long-term goals.

These behaviors are the active pursuit of opportunities for change, the active planning and execution of ideas and facing obstacles.

Challenge of Commercial Proactivity

Proactive salespeople are the ones who anticipate events, who are responsible and keep up-to-date on their sales area, always looking for new information, courses and specializations that add value to their customers.

Our solutions about Commercial Proactivity

The Commercial Proactivity program encourages participants to own their opportunities and practice approaches that promote the achievement of their goals.

The topics covered are the following:


A dream written with a date becomes a goal. A goal divided into stages becomes a plan. A plan backed by action makes your dreams come true

Greg S. Reid

Curiosities about Commercial Proactivity

Studies have shown that the commercial proactiveness of small business founders is positively related to the company's success (Frese & Fay, 2001). In a more in-depth study of small business founders, Frese, Van Gelderen and Ombach (2000) have pointed out that reactive (non-proactive) business strategies are negatively related to profit.

80% of sales require 5 follow-up calls after the meeting. 44% of salespeople give up after 1 follow-up. (The Marketing Donut)

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