We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.
Interpretation
The belief that extroverts make better salespeople is a misconception, as sales success is not correlated with extroversion.
In this quote, Daniel H. Pink challenges the common notion that extroverted individuals naturally excel in sales roles. He points out that the myth linking extroversion to sales performance is not supported by data, as there is minimal correlation between an individual's extroverted nature and their actual sales results, suggesting that other traits or skills may be more important for success in sales.
In practice
In a sales training seminar to emphasize the importance of diverse skills beyond extroversion.
While complying can be an effective strategy for physical survival, it's a lousy one for personal fulfillment. Living a satisfying life requires more than simply meeting the demands of those in control. Yet in our offices and our classrooms we have way too much compliance and way too little engagement. The former might get you through the day, but only the latter will get you through the night.
Succeeding makes us feel good. But beating someone else makes us feel really good. Comparing ourselves to others and coming out on top creates a sense of entitlement. And when we feel entitled, we cheat more because, of course, the rules don't apply to awesome people like us.
When we make progress and get better at something, it is inherently motivating. In order for people to make progress, they have to get feedback and information on how they're doing.
Too many people hold a very narrow view of what motivates us. They believe that the only way to get us moving is with the jab of a stick or the promise of a carrot. But if you look at over 50 years of research on motivation, or simply scrutinize your own behavior, it's pretty clear human beings are more complicated than that.
Greatness and nearsightedness are incompatible. Meaningful achievement depends on lifting one's sights and pushing toward the horizon.
In many professions, what used to matter most were abilities associated with the left side of the brain: linear, sequential, spreadsheet kind of faculties. Those still matter, but they're not enough.
Where there is no struggle, there is no strength.
I wished to tell the truth, for truth always conveys its own moral to those who are able to receive it.
Evil draws its power from indecision and concern for what other people think.
The intellect of two thousand asses cannot bring forth a single man's thought.
We learned about gratitude and humility - that so many people had a hand in our success, from the teachers who inspired us to the janitors who kept our school clean... and we were taught to value everyone's contribution and treat everyone with respect.
Wait with patience and love and strength. If helpers are not ready now, they will come in time. Why should we be in a hurry? The real working force of all great work is in its almost unperceived beginnings.
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