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Rethinking the extraverted sales ideal: the ambivert advantage

Adam M Grant1

  • 1The Wharton School, University of Pennsylvania, Philadelphia, PA 19104-6370, USA. grantad@wharton.upenn.edu

Psychological Science
|April 10, 2013
PubMed
Summary

Ambiverts, not extraverts, are the top salespeople. This study found an inverted-U relationship between extraversion and sales performance, showing ambiverts outperform both extraverts and introverts.

Keywords:
personalitypersonnel selectionsocial influences

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