{"id":18569,"date":"2014-02-14T20:53:45","date_gmt":"2014-02-14T19:53:45","guid":{"rendered":"https:\/\/www.igmanagement.it\/?p=18569"},"modified":"2023-06-27T10:58:00","modified_gmt":"2023-06-27T08:58:00","slug":"to-be-successful-extroversion-or-introversion","status":"publish","type":"post","link":"https:\/\/www.igmanagement.it\/en\/2014\/02\/14\/to-be-successful-extroversion-or-introversion\/","title":{"rendered":"To be successful: Extroversion or Introversion?"},"content":{"rendered":"
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What are the traits that characterise the best salespeople? <\/p>\n

It is common to think that the most effective salespeople are outgoing, assertive and enthusiastic, and that these traits contribute to selling success<\/strong>.<\/p>\n

Extroverts are attributed a special focus on the customer as they feel comfortable early on in the cordialisation process.
\nThe enthusiasm, confidence and involvement they generate enhances their ability to persuade and engage the interlocutor.<\/p>\n

Fuelling the particular interest that this behavioural preference has aroused in recent years have been several studies showing that extroverted people are more likely to be selected for management positions<\/em> than introverted ones.<\/p>\n

In our training activities in management and sales, we uphold the principle that the true leader is the one who manages to modulate both orientations.
\nIt is no coincidence that the successful salesperson must be able to adapt not only to his or her interlocutor, but in particular to the business he or she is conducting.<\/p>\n

The study carried out by Antony Grant in 2013, a professor of psychology at the University of Sydney, tests the hypothesis that ideal salespeople are extroverts.
\nGrant’s study is based on the hypothesis that ideal salespeople fall in the middle range between extroversion and introversion and are referred to as Ambiversians.<\/p>\n

The Ambiversi are balanced, communicators and good listeners, attentive to the content of the message and the context in which the message is conveyed.
\nAttentive to each other’s needs and determined to achieve their goal, enthusiastic and analytical, they are able to translate customers’ needs and interest into sales actions.<\/p>\n

Grant’s (2013) study was conducted on 340 outbound-call-center, sales representatives, measuring their extroversion<\/strong> and monitoring their turnover over a 3-month period.
\nParticipants completed a personality questionnaire, consisting of 20 questions, which measured the subject’s behavioural preferences and orientations including extroversion.<\/p>\n

The analysis confirmed a curvilinear relationship between extroversion and product turnover.
\nSalespeople who were low in extroversion or high in extroversion produced lower economic results than those with an average extroversion value.
\nThe Ambiverse in fact produced:<\/p>\n