Source | LinkedIn : By Dr. Travis Bradberry
I’m sure you’ve been asked many times whether you’re an introvert or an extrovert. For some people, it’s an easy choice, but for most of us, it’s difficult to choose one way or the other.
It’s hard to choose because the introvert/extrovert dichotomy reflects a tired and outdated view of personality. Personality traits exist along a continuum, and the vast majority of us aren’t introverts or extroverts — we fall somewhere in the middle.
Personality consists of a stable set of preferences and tendencies through which we approach the world. Personality traits form at an early age and are fixed by early adulthood. Many important things about you change over the course of your lifetime, but your personality isn’t one of them.
“Always be yourself, express yourself, have faith in yourself, do not go out and look for a successful personality and duplicate it.” –Bruce Lee
The continuum between introversion and extroversion captures one of the most important personality traits. It’s troubling that we’re encouraged to categorize ourselves one way or the other because there are critical strengths and weaknesses commonly associated with each type.
Adam Grant at Wharton set out to study this phenomenon, and his findings are fascinating. First, he found that two-thirds of people don’t strongly identify as introverts or extroverts. These people (aka, the vast majority of us) are called ambiverts, who have both introverted and extroverted tendencies. The direction ambiverts lean toward varies greatly, depending on the situation.
Think of introversion and extroversion as a spectrum, with ambiversion lying somewhere in the middle:
Ambiverts have a distinct advantage over true introverts and extroverts. Because their personality doesn’t lean too heavily in either direction, they have a much easier time adjusting their approach to people based on the situation. This enables them to connect more easily, and more deeply, with a wider variety of people.
Grant’s research also disproved the powerful and widely held notion that the best-performing salespeople are extroverts. He found that ambiverts’ greater social flexibility enabled them to outsell all other groups, moving 51 percent more product per hour than the average salesperson. Notice how sales increased as extroversion increased, peaking with those who were just moderately extroverted.