Do extroverts usually make the best salespeople? What about sales managers or leadership?
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While agreeing to the comments of Stephen and Christopher, it may be more helpful to first look at what is needed: a buyer's journey consist of various stages, each of which requiring its own treats from the sales team.
For sales managers responsible for lead generation, a extrovert may be helpful as a phone call may not permit another call thereafter. But once entered the buyer's journey (in Gartner's approach: exploration, evaluation or engagement), emphasis may shift quickly, and be different depending on who (which stakeholder in the buyer's team) the sales manager is interacting with.
(I wrote "is talking to" but in almost all cases, "is interacting with" would be more accurate to say.)
Regarding (sales team) leadership personality, I would distinguish that entirely from the behavioural personality asked from the individual team members (whether that's a sales team, a procurement department, HR or legal).
On the question of sales manager or leadership: Not necessarily. Extroverts can be great sales managers or leaders, but so can introverts.
More important than focusing on personality is to help people learn the behaviors and skills needed to be a great manager or leader (setting a vision, coaching others, managing processes, handling conflict, resilience, etc, etc).
Introverts bring some strengths (but also need to act in more extroverted ways at times). And Extroverts bring some strengths (but also need to act in more introverted ways at times.)
No.
I had previously thought the top performers were extroverts; i.e., the type of person with a big personality who gains energy from social interactions.
Then I met Mark.
Almost extreme introvert? yes.
Top sales rep? yes.
Mark outperformed peers by orders of magnitude but declined to stand on stage in front of a thousand people to receive his oversized commission check (think golf tournament).
He went for a run instead.
So, if personality type is not predictive of sales success, what is?
According to Harvard: empathy and drive.*
I believe introverts have an advantage here, as empathy appears to be the rarer of the two traits, and frankly I don't know many clients who enjoy meeting with sales reps that do all the talking. :-)
I should disclose that I am an introvert, and I should talk about how that helped me be a top performing sales rep.
But I'd rather not.
I think I'll go for a run.
CB
* "What Makes a Good Salesman"
by David Mayer and Herbert M. Greenberg
Harvard Business Review (July–August 2006)
well said! and thanks for the article reference.
I believe that listening skills are more important that being an extrovert or introvert. If you can listen, empathize and bring solutions to the table, then it won't matter how much you enjoy public speaking.
1000% yes.
I've seen both introverts and extroverts be successful in sales management and leadership. I think a high level of emotional intelligence is far more important here along with integrity and drive.