Successful ‘Don Draper’ type salesmen don’t achieve best figures

The Telegraph:

When people think of a stereotypical salesperson they’re likely to conjure up someone who’s extrovert, gregarious, and assertive – just like the dapper executive played by Jon Hamm.

However, new research reveals that “ambiverts” – people who are neither introverted nor extroverted, but who fall somewhere in between – tend to be the most effective salespeople.

Doctor Adam Grant, of The Wharton School of the University of Pennsylvania in the United States, was driven to explore the relationship between sales and personality traits after realising there was a significant gap in research on the topic.

Dr Grant, an expert on the science behind initiative, leadership, and work motivation and author ‘Give and Take: A Revolutionary Approach to Success’, said: “Although there are plenty of claims in the literature that more extroverted salespeople would perform better, the evidence was surprisingly weak.”

Read the whole story: The Telegraph

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