The Truth About Extroverts In Selling And Leadership Roles

Extroverts are Sought After

When interviewing individuals for a leadership or management role, interviewers are trained to spot the personality traits of an extrovert. It is a commonly held belief in our society that extrovert personalities have what it takes to be a good leader. This is largely due to the fact that extroverts are comfortable in social settings, have no problems starting up conversations with complete strangers, they are not afraid to ask for what they need or make demands of others, and they thrive in large social settings.

Are Extrovert More Effective Leaders

According to one of the most comprehensive research studies conducted on the subject...no. A meta-analysis of 35 different research studies of over 4,000 individuals in sales positions found that there was virtually no correlation between being an extrovert and having high performance levels in sales.

What the Research Suggests

A new research study was conducted by University of Pennsylvania’s Wharton School of Management’s tenured professor Adam Grant. Soon to be appearing in the Psychological Science journal, Grant’s study included data collected from a group of individuals working in the sales department at a software company. The sales associates were first given a personality assessment that measured their personality traits and ranked them on the extroversion/introversion scale. Scores were given on a scale of 1-7, with 1 being extreme introversion and 7 being extreme extroversion.

With their personality traits on file, Grant then performed a tracking and analysis of their individual sales performance over a period of three months. The results showed that the introverts sold the least, the extroverts sold slightly more than the introverts, and the ambiverts were the best performers in the group. Grant noted that the individuals with the best sales performance over the 3 month period were those who scored a 4 on the extroversion/introversion scale, directly in the middle of the two extremes.

The Downside  

The loud, outgoing, confident personalities possessed by extroverts have a downside. They can be viewed by others as obnoxious, aggressive, arrogant and narcissistic. They can at times talk too much and not listen enough. At times, carrying on a conversation with them can be overwhelming, as they never seem to shut down.

That’s not to say that introverts have the upper hand. They have their own setbacks and challenges that can hinder their ability to sell and lead. Many times they come off as shy, slow to initiate a conversation, too reserved to go after what they want, too timid to deliver harsh news and too lax to seal the deal.

Ambiverts Win

When it comes to selling and leadership roles, it seems as though the middle road personality types take the cake. It is the ambiverts who appear to be most successful in these positions. They are the ones who can smooth talk while listening to what others have to say. They can be charming, but know when to turn it down. They are assertive like the extrovert but they use that assertiveness in a quietly confident manner similar to that of the introvert.