Intrigued? Test your own ambiversion here and read more about how to develop this quality in Chapter 4 of the book. And as I spell out in the Post, the odds are pretty good that you’re an ambivert yourself. In sales, leadership, and perhaps other endeavors, ambiverts have an advantage. They’re called “ambiverts,” a term that has been in the literature since the 1920s. As you can see from the chart, the folks who fared the best - by a wide margin - were the in the modulated middle. But the strong extraverts (those over to the right, around 6 and 7) weren’t much better. His findings: The strong introverts (the people represented on the left of the chart’s horizontal axis, around 1 and 2) weren’t very effective salespeople. He examined a software company with a large sales staff, assessed where each salesperson stood on a 1 to 7 introversion/extraversion scale, and then charted how much they sold over the next three months. This summer Adam Grant, the youngest tenured professor at the Wharton School of the University of Pennsylvania, conducted a study that explodes the myth of the extraverted sales star. This is my favorite chart from To Sell is Human, one that I explain in greater detail in a new Washington Post column.
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