In reality, few of us fit neatly into either of these personality groups (Introverts vs. Extraverts). Roughly 38 % of us are somewhere in between. Psychologists refer to such people as ambiverts--those who are able to draw from the strengths of both personality types; the capacity for solitude, focus and quiet self-reflection of an introvert, and the outgoing, friendly and approachable nature of of an extravert. Being an introvert or extravert isnt just a question of how friendly or social you are. According to the arousal model, its more a matter of how stimulated you are. Extraverts are below the level of ideal arousal, and therefore need to seek out exciting, stimulating situations, and introverts are chronically above the optimal level of arousal (meaning that they have a lower threshold for stimulation). Ambiverts, by definition, are right in between the two when it comes to arousal. Either because they go back and forth between being over and under the optimal level of arousal, or because theyre usually in the middle at a comfortable level of arousal. An ambivert consistently moves between the two orientations, and is more able to take advantage of the fluid nature of personality. Having a flexible personality allows the ambivert to better adapt to different situations, and to make the most of various personal characteristics. They have an advantage in certain types of performance. In the domain of sales specifically, ambiverts excel -- contrary to the stereotype of the charismatic, ultra-extraverted salesperson. Research conducted by University of Pennsylvania psychologist Adam Grant, published in the journal Psychological Science, found that ambiverts are more effective than introverts and extraverts at closing sales. Grant hypothesized that although successful salespeople do require some degree of assertiveness, strong extraverts may sometimes be too assertive and enthusiastic to close the sale. Ambiverts, on the other hand, may strike a better balance between assertiveness and approachability. My research indicates that organizations stand to benefit from training highly extraverted salespeople to model some of the quiet, reserved tendencies of their more introverted peers, Grant concluded.
Posted on: Mon, 08 Dec 2014 03:46:32 +0000
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