The Washington Post:
Spend a day with any leader in any organization, and you’ll quickly discover that the person you’re shadowing, whatever his or her official title or formal position, is actually in sales. These leaders are often pitching customers and clients, of course. But they’re also persuading employees, convincing suppliers, sweet-talking funders or cajoling a board. At the core of their exalted work is a less glamorous truth: Leaders sell.
So what kind of personality makes the best salesperson — and therefore, presumably, the most effective leader?
Does this mean instead that introverts, the soft-spoken souls more at home in a study carrel than on a sales call,are more effective? Not at all.
The answer, in new research from Adam Grant, the youngest tenured professor at the University of Pennsylvania’s Wharton School of Management, is far more intriguing. In a study that will be published later this year in the journal Psychological Science, Grant collected data from sales representatives at a software company.
Read the whole story: The Washington Post