Adam Grant did a study on salespeople and put them on a spectrum of introversion to extroversion.
For most people they land right in the middle and end up being a mix of both introvert and extrovert, and most successful salespeople were exactly the same way. Ambiverts were the most successful at making sales, not extroverts like people assumed was the case.
Full-on extroverts might actually have some disadvantages when it comes to making a sale. Their desire to be around people all the time may prevent them from following up effectively or being direct with someone when they need to challenge them.
Extreme introverts likely just aren’t putting themselves around other people most of the time, but that doesn’t mean they don’t get energy from interacting with them or can’t be effective salespeople.
The magic in sales and business development happens at the middle of the curve, where you can connect with people in the moment and follow up thoughtfully later. Luckily for most people, that’s where they fall.
You don’t have to be extroverted to be successful at sales.
Great business developers have a wonderful mix of being around people, getting energy from the interactions, asking great questions, and giving great ideas. They can also go back to their quiet surroundings and find ways to follow up thoughtfully
Mentioned in this Episode: faculty.wharton.upenn.edu/wp-content/uploads/2013/06/Grant_PsychScience2013.pdf