Ambiverts, who balance introversion and extroversion, outsell pure extroverts by 24%, according to a 2013 study by Adam Grant. Introverts can speak up more in small groups and prepare conversation starters. Extroverts should pause before speaking and ask more questions than they answer.
One personality type earns more, a lot more, in sales jobs. It's not introverts or extroverts. They're called ambiverts. People in the middle. People who are a little of both. In a 2013 study by Adam Grant, ambiverts outperformed strong extroverts by 24%. Here's how to move to the middle. If you're an introvert, speak up in small groups. Prepare conversation openers. Recharge, but don't isolate. If you're an extrovert, Pause before speaking, ask more than you answer, and take time to listen. It's not about changing who you are, it's about adapting.
