The Myth of the Introvert In Sales

There’s this terrible myth going around that introverts aren’t naturally good at selling.

First of all, most anyone isn’t naturally good at selling, including me.

Second of all, what do we mean when we say “introvert”?

Here’s the second definition according to, taken from Psychology:

a person characterized by concern primarily with his or her own thoughts and feelings 

But what most people mean is the first definition: a shy person.

Introversion and extroversion exist on a spectrum.

As it turns out, extreme extroverts and extreme introverts both perform poorly in sales roles. Extreme extroverts spend too much time making friends and pleasing others, while extreme introverts are two inward-focused to effectively sell.

It also turns out that gregariousness is a negative indicator of success in selling roles. In fact. the top third of sales performers have rate 30% less in trait gregariousness than lower third performers.

There are three traits that turn out to be quite important, and they are correlated to extroversion: resilience, empathy, and dominance.

Whether or not you consider yourself an introvert or an extrovert, how do you rank yourself on these last three traits?