{"id":2460,"date":"2010-12-01T15:33:00","date_gmt":"2010-12-01T21:33:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2010\/12\/introverted-leaders\/"},"modified":"2010-12-01T15:33:00","modified_gmt":"2010-12-01T21:33:00","slug":"introverted-leaders","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2010\/12\/introverted-leaders\/","title":{"rendered":"Introverted Leaders"},"content":{"rendered":"<p>Great article here from the Harvard Business Review titled <a href=\"http:\/\/hbr.org\/2010\/12\/the-hidden-advantages-of-quiet-bosses\/ar\/1\" target=\"_blank\">The Hidden Advantages of Quiet Bosses<\/a>.&#160; Oh, where to begin on this one?&#160; I have seen this thought process play out firsthand with many customers and even in my own career.&#160; In the sales world, extroverts are generally held in higher regard than introverts \u2013 that has been my experience.<\/p>\n<p>This same value structure typically plays out in promoting salespeople into sale management roles.&#160; The extroverts often get the position.&#160; However, here is a differing position put forward in the article:<\/p>\n<blockquote>\n<p>To be sure, extroverted leaders have important strengths. However, they also tend to command the center of attention and take over discussions. In a dynamic, unpredictable environment, introverts are often more effective leaders\u2014particularly when workers are proactive, offering ideas for improving the business. Such behavior can make extroverted leaders feel threatened. In contrast, introverted leaders tend to listen more carefully and show greater receptivity to suggestions, making them more effective leaders of vocal teams.<\/p>\n<\/blockquote>\n<p>You can read the different experiments they conducted to learn more about introversion\/extroversion (really clever designs).&#160; They do offer up a great summation of what they found:<\/p>\n<blockquote>\n<p>While it\u2019s often true that extroverts make the best bosses and proactive employees make the best workers, combining the two can be a recipe for failure. Soft spoken leaders may get the most out of proactive employees\u2014so save the outgoing, talkative managers for teams that function best when they\u2019re told what to do.<\/p>\n<\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>Great article here from the Harvard Business Review titled The Hidden Advantages of Quiet Bosses.&#160; Oh, where to begin on this one?&#160; I have seen this thought process play out firsthand with many customers and even in my own career.&#160; In the sales world, extroverts are generally held in higher regard than introverts \u2013 that has been my experience. This same value structure typically plays out in promoting salespeople into sale management roles.&#160; The extroverts often get the position.&#160; 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&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2010\/12\/introverted-leaders\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4,11],"tags":[1667,1544,31,1670,497,1669,1668],"class_list":["post-2460","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","category-team-management","tag-extrovert","tag-introvert","tag-leadership","tag-leadership-style","tag-managing-sales-people","tag-managing-style","tag-managment"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-DG","jetpack-related-posts":[{"id":2294,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/03\/introverts-make-great-salespeople\/","url_meta":{"origin":2460,"position":0},"title":"Introverts Make Great Salespeople","author":"Derrick Moe","date":"March 12, 2010","format":false,"excerpt":"You heard me right, that is an indirect quote from this Inc.com article.\u00a0 This topic comes up often in our sales hiring activities as the conventional wisdom is that extroverts make better salespeople.\u00a0 Not true.\u00a0 Successful salespeople have a wide variety of abilities that go far beyond their communication style.\u00a0\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2592,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/07\/the-singular-difference-between-introverts-and-extroverts\/","url_meta":{"origin":2460,"position":1},"title":"The Singular Difference Between Introverts and Extroverts","author":"Derrick Moe","date":"July 1, 2015","format":false,"excerpt":"Stereotypes abound around introverts and extroverts-most of them are simply untrue.\u00a0 The stereotypes go too far in categorizing behaviors.\u00a0 Part of the issue flows from the Myers-Briggs and its binary assignment of introversion\/extroversion.\u00a0 You are simply one or the other\u2026completely, according to that tool (of which I am not a\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":21,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/more-job-interviewing-tips\/","url_meta":{"origin":2460,"position":2},"title":"More Job Interviewing Tips","author":"Derrick Moe","date":"May 11, 2006","format":false,"excerpt":"These articles are all over the web so again, if you are using the in-person interview as step 2 in your sales hiring process please stop. You are giving up information too easily for a savvy candidate. Better to withhold specific information and see what types of skills they have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":2460,"position":3},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis's star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":80,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/managing-a-sales-team\/","url_meta":{"origin":2460,"position":4},"title":"Managing a Sales Team","author":"Derrick Moe","date":"June 2, 2006","format":false,"excerpt":"Keys to Managing a Sales Team is a quick read from the abcnews.com career center. The article has hands-on advice (which we like) that cut to quick of effective sales management - at least in a limited scope. One item I want to pull from the article: Do you adapt\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":259,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/managing-other-communication-styles\/","url_meta":{"origin":2460,"position":5},"title":"Managing Other Communication Styles","author":"Derrick Moe","date":"August 29, 2006","format":false,"excerpt":"Monster.com posted this article last week - Adapting Your Management Style. There isn't a lot of meat in this thing but it does address an important principle: Moniot helped the manager better understand different personality styles and then devised an innovative visual cue of a color-coded piece of paper, correlated\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2460","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2460"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2460\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2460"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2460"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2460"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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