Stereotypes abound around introverts and extroverts-most of them are simply untrue. The stereotypes go too far in categorizing behaviors. Part of the issue flows from the Myers-Briggs and its binary assignment of introversion/extroversion. You are simply one or the other…completely, according to that tool (of which I am not a big fan). This article provides a succinct, accurate definition based on Jung’s work: Shyness and being outgoing don’t have anything to do with it; it’s more about where we get our energy from. In fact, the differences are pretty simple: Introverts get exhausted by social interaction and need solitude to recharge. Extroverts get anxious when left alone and get energy… Read More
Continue ReadingIntroverted Leaders
Great article here from the Harvard Business Review titled The Hidden Advantages of Quiet Bosses. Oh, where to begin on this one? I have seen this thought process play out firsthand with many customers and even in my own career. In the sales world, extroverts are generally held in higher regard than introverts – that has been my experience. This same value structure typically plays out in promoting salespeople into sale management roles. The extroverts often get the position. However, here is a differing position put forward in the article: To be sure, extroverted leaders have important strengths. However, they also tend to command the center of attention and take… Read More
Continue ReadingIntroverts Make Great Salespeople
You heard me right, that is an indirect quote from this Inc.com article. This topic comes up often in our sales hiring activities as the conventional wisdom is that extroverts make better salespeople. Not true. Successful salespeople have a wide variety of abilities that go far beyond their communication style. And that is the point here, introvert/extrovert is more of a communication style than anything else. It is important to know a salesperson’s style, but it is not predictive of sales success. Here is some excellent advice from the article (emphasis mine): “When selling as an introvert, use your abilities as a good researcher to really know audience, know what… Read More
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