{"id":869,"date":"2007-05-01T07:32:29","date_gmt":"2007-05-01T12:32:29","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/rise-of-the-introvert\/"},"modified":"2007-05-01T07:32:42","modified_gmt":"2007-05-01T12:32:42","slug":"rise-of-the-introvert","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/rise-of-the-introvert\/","title":{"rendered":"Rise Of The Introvert"},"content":{"rendered":"<p>I&#8217;ve been beating this drum regularly but conventional wisdom takes time to change.  CareerJournal.com offers up a Jurassic quote in <a target=\"_blank\" href=\"http:\/\/feeds.careerjournal.com\/~r\/wsj\/career_journal\/~3\/113085000\/20070430-mattioli.html\">Want to Work on Commission? Make Sure You Have a Nest Egg<\/a> (emphasis mine):<\/p>\n<blockquote><p>The inconsistent nature of working on commission doesn&#8217;t suit everyone. Here are some tips for those considering the switch:<\/p>\n<p><strong>1. Evaluate Your Personality<\/p>\n<p><\/strong>Working on commission requires establishing relationships, massaging deals and building trust with clients. In order to be successful, it helps to be a &#8220;people person.&#8221;<\/p>\n<p><strong><em>&#8220;Introverts will not succeed on commission,&#8221;<\/em><\/strong> says Rick Gold, vice president of Strategic Workforce Solutions Inc., a full-service search firm in New York. &#8220;Clients don&#8217;t necessarily do business with me because I&#8217;m the best recruiter ever, it&#8217;s because I build relationships and trust,&#8221; he says.<\/p><\/blockquote>\n<p><a atomicselection=\"true\" href=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/04\/windowslivewriterslanderingtheintrovert-e4d8wrong14.png\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" align=\"left\" width=\"101\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/04\/windowslivewriterslanderingtheintrovert-e4d8wrong-thumb12.png?resize=101%2C107\" height=\"107\" style=\"margin: 5px 5px 5px 0px\" \/><\/a> Pure poppycock.  Just take one moment to comprehend the vast ignorance of this sweeping generalization.  I cannot count how many sales &#8220;introverts&#8221; we have assessed for our clients who are wildly successful.  One of our customer&#8217;s top salesperson, an introvert, is paid commission only and makes over $1,000,000 per year.  I&#8217;m not sure what the definition of &#8220;succeed&#8221; is in Mr. Gold&#8217;s world, but $1M per year in commissions is success in my world.<\/p>\n<p>Here is where sales has changed due to the Internet.  In the era before the Internet, researching a company and\/or their offerings was a difficult task that usually involved word-of-mouth or direct contact with the company.  This approach suited the extrovert&#8217;s style in that they could over rely upon their communication ability (rapport, bonding, entertaining).<\/p>\n<p>Now the internet puts volumes of data at the prospect&#8217;s fingertips.  Besides the company&#8217;s website, there are other sites that rate and review companies or products.  There are blogs dedicated to cross reference for individual experiences.  There are even technical sites that break down specifics of the company&#8217;s products.<\/p>\n<p>The prospect making his or her first contact with the company is well informed of the company&#8217;s offerings.  The prospect probably has some detailed questions and is a handful of clicks deep into the company&#8217;s website.  This approach plays well to the introvert&#8217;s natural style.  They are able to click into the detailed discussion with the prospect.  Of course, this is just one facet of their sales abilities &#8211; and the least important facet.  The salesperson&#8217;s skills, aptitudes and motivations will tell you more about their overall ability and their likelihood to succeed in a commission-only position.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I&#8217;ve been beating this drum regularly but conventional wisdom takes time to change. CareerJournal.com offers up a Jurassic quote in Want to Work on Commission? Make Sure You Have a Nest Egg (emphasis mine): The inconsistent nature of working on commission doesn&#8217;t suit everyone. Here are some tips for those considering the switch: 1. Evaluate Your Personality Working on commission requires establishing relationships, massaging deals and building trust with clients. In order to be successful, it helps to be a &#8220;people person.&#8221; &#8220;Introverts will not succeed on commission,&#8221; says Rick Gold, vice president of Strategic Workforce Solutions Inc., a full-service search firm in New York. &#8220;Clients don&#8217;t necessarily do business&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/rise-of-the-introvert\/\">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_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":[14,9],"tags":[],"class_list":["post-869","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-e1","jetpack-related-posts":[{"id":347,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/anecdote-what-motivates-you\/","url_meta":{"origin":869,"position":0},"title":"Anecdote &#8211; What Motivates You?","author":"Lee Fratzke","date":"October 6, 2006","format":false,"excerpt":"I was talking with one of our clients earlier today and we were reviewing a sales candidate's assessment results. The candidate is presently working for a small temp staffing agency for a salary only (no commission) and puts in an average of 50-60 hours per week. The candidate had a\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":371,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/sales-comp-potpourri\/","url_meta":{"origin":869,"position":1},"title":"Sales Comp Potpourri","author":"Derrick Moe","date":"October 17, 2006","format":false,"excerpt":"We are working through some offers for sales candidates with multiple clients this week and thought it would be helpful to discuss some general points. Salary - we're big believers in a modest\/decent salary. The best plans we see provide a salary to cover the basic needs of the salesperson.\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1667,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/you-get-what-you-pay-salespeople-for\/","url_meta":{"origin":869,"position":2},"title":"You Get What You Pay Salespeople For","author":"Lee Fratzke","date":"July 18, 2008","format":false,"excerpt":"We have really come to enjoy Dave Stein's posts.\u00a0 They are timely and cut straight to\u00a0the heart of the issue.\u00a0\u00a0Today's post is no exception.\u00a0 Working strictly on the sales side of organizations, one of the areas we look at while profiling their sale is compensation.\u00a0 Most\u00a0importantly, we look to see\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":840,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/increased-pay-or-better-benefits-that-is-the-question\/","url_meta":{"origin":869,"position":3},"title":"Increased Pay or Better Benefits?  That Is The Question.","author":"Lee Fratzke","date":"April 20, 2007","format":false,"excerpt":"So which is more important to employees, pay or benefits (specifically health benefits)? In last week's Workforce Management's newsletter, a nationwide survey was recently conducted by the National Business Group on Health that asked 1,619 employed people that specific question. They found that employees in the U.S. consider their health\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1180,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sandbagging\/","url_meta":{"origin":869,"position":4},"title":"Sandbagging","author":"Derrick Moe","date":"September 12, 2007","format":false,"excerpt":"We're working through some commission plans with our customers and one of the plans has a function to where the salesperson has to clear a certain quarterly revenue level before the commission plan kicks in.\u00a0 This approach is somewhat common and has its merits.\u00a0 Personally, I am not a fan\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/09\/windowslivewritersandbagging-cc85money-bag-picture.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":637,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/time-to-source-salespeople\/","url_meta":{"origin":869,"position":5},"title":"Time To Source Salespeople","author":"Derrick Moe","date":"February 6, 2007","format":false,"excerpt":"There are certain windows for sourcing salespeople that are better than other times of the year. Right now we are in the best window for sourcing salespeople for the entire year. The reason is that many salespeople are on commission plans that pay out the highest total after the year\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"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\/869","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=869"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/869\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=869"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=869"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=869"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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