--- title: Being Responsive Versus Being Reactive | The Sales Blog description: If you are waiting for your clients to need something, you’re being reactive. If you can’t shut down your email and turn off your phone for a couple hours at a time, you’re completely reactive. If you can shut down distractions long enough to do big blocks of focused work, only calling or emailing your […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2012-12-14-at-8_07_09-PM.png --- ### [Now booking SKO meetings for 2026/27! 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If you can’t [shut down your email](https://www.thesalesblog.com/blog/how-to-unitask-instead-of-multitasking-and-producing-poor-results) and turn off your phone for a couple hours at a time, you’re completely reactive. If you can shut down distractions long enough to do big blocks of focused work, only calling or emailing your clients back when you’re finished, you are being responsive. If you help your clients solve their service issues when they call or email you, you are being reactive. When you help your clients get to the person that owns the transaction on their first call, only escalating calls to you when they need a new outcome, you are being responsive to their real needs. (Hint: [You own the outcomes](https://www.thesalesblog.com/blog/owning-the-outcome-means-no-hiding), not the transactions. You don’t often add value as an intermediary) If you wait until your client decides on their next big initiative and bring it to you, you are being reactive. It’s proactive when you respond to the changes you notice in their business and [bring them the new big ideas](https://www.thesalesblog.com/blog/give-your-clients-something-to-talk-about). The problem with being reactive instead of being responsive is that you’re always waiting for something to happen. You’re waiting for the world to act on you before you respond. Something happens and you react. While it’s necessary for you take action when your clients have a need, this is the opposite of being proactive and taking [initiative](https://www.thesalesblog.com/blog/initiative-generating-and-sharing-ideas-that-make-a-difference). How much better could you serve your clients if you were responsive instead of reactive? How much more value could you create if you found a way to limit what you have to react to so you can be more proactive? The more reactive you are, the less responsive you can be. You’re too busy reacting to what comes your way instead of doing your most important work. #### Questions How much of your day is spent on outcomes you were determined to take, not a reaction to what someone else dropped in your lap? Can you be responsive without being reactive? Do you answer your email and your voicemail before you start working on your most important outcomes? How much of you inbox is made up of things that require you to react? What do you need to do to be more proactive and less reactive? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on December 14, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-22T2:33:15 PM", "datePublished" : "2012-12-14 20:36:54", "description" : "If you are waiting for your clients to need something, you’re being reactive. If you can’t shut down your email and turn off your phone for a couple hours at a time, you’re completely reactive. 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