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_{I would suggest that up to 75% of our day is spent reacting to the needs and requests of other people such as customers, managers, internal customers, family, and friends. We are constantly bombarded with demands on our limited time, leaving us unable to accomplish our own goals and objectives. No wonder we feel the frustration of, "So much to do, so little time."}

_{We often succumb to the demands and requests of others because we think it is socially inappropriate to say no. We become victimized by others who may have a strong interest in controlling our activities or behavior—such as a spouse or a manager. Unfortunately many people, including salespeople, are content to be regulated and manipulated rather than committing to SMART goals and living life guided by their agenda, not someone else's. No one ever accomplished a personal goal by being subservient to others. Successful sales entrepreneurs refuse to be swayed by the whims of others and are quietly effective at managing their own agendas. Employers and managers sometimes do more to demotivate rather than to motivate. Demotivation can take the form of intimidation or high-performance expectations constrained by rigid management policies and limited resources to perform the job. No wonder so many people want to take this job and shove it.}

_{A proactive strategy means developing the discipline to stay focused on your agenda, your goals, and your objectives. Part of this discipline comes in the form of qualifying the severity of a problem prior to reacting to it. For example, next time a customer informs you of a problem or a concern, resist the temptation to immediately jump into react mode, drop what you are doing, and race over to console your customer. It may not be necessary. The next time you get an irate customer (or internal customer) demanding to see you right away,}