In this article we look at Ambiverts, Extraverts, and Sales Job Performance and announce the new Accounts Payable and Receivable Test
Sales Aptitude Personality Research
Extraversion vs Introversion is one of the most studied personality dimensions. It was a long-held belief that extraversion would “take a person further” in business, particularly in sales. The most recent research supports a third personality type that is in a way, a combination of qualities of both introverts and extraverts. These personalities stand to make the biggest impact in leadership and in sales. The implications suggest that:
- Organisations should screen candidates around the “right disposition” and sales aptitude rather than relying on training people to cope with the pressures and emotional aspects of being in sales.
- Organisations should consider re-thinking their personality style benchmarks for hiring sales staff and other roles where high levels of extraversion might seem like a key criteria.
- The research continues to show that regardless of “personality type”, the qualities of self confidence, commitment, etc. are always going to impact the balance of this scale.