Tag Archives: extroversion

Idea Soup

Entrepreneur (Introvert) Versus CEO (Extrovert)

Conventional wisdom from the corridors of corporate power seems to suggest that successful CEOs tend to be extroverts. On the other hand, it also seems that many successful entrepreneurs come from more introverted stock. This divergence must put a great deal of pressure on the leader as a company transitions from a startup to an established business. Perhaps, this is another of the many reasons why around 90 percent of startups fail.

From WSJ:

A quiet, reserved introvert is probably not what first came to mind. Aren’t entrepreneurs supposed to be gregarious and commanding—verbally adept and able to inspire employees, clients and investors with the sheer force of their personality? No wonder the advice for introverts who want to be entrepreneurs has long been some form of: “Be more extroverted.”

Now, though, business experts and psychologists are starting to see that guidance is wrong. It disregards the unique skills that introverts bring to the table—the ability to focus for long periods, a propensity for balanced and critical thinking, a knack for quietly empowering others—that may make them even better suited for entrepreneurial and business success than extroverts.

Indeed, numerous entrepreneurs and CEOs are either self-admitted introverts or have so many introvert qualities that they are widely thought to be introverts. These include Bill Gates, co-founder of Microsoft, Steve Wozniak, co-founder of Apple, Larry Page, co-founder of Google, Mark Zuckerberg, co-founder of Facebook, Marissa Mayer, current president and CEO of Yahoo, and Warren Buffett, chairman and CEO of Berkshire Hathaway.

As entrepreneurs, introverts succeed because they “create and lead companies from a very focused place,” says Susan Cain, author of “Quiet: The Power of Introverts in a World That Can’t Stop Talking” and founder of Quiet Revolution, a website for introverts. This spring, she co-founded the Quiet Leadership Institute, a consulting firm with a mission to help companies harness the talent of introverted employees and to help introverts draw on their natural strengths. The company’s clients include General Electric, Procter & Gamble and NASA.

Another big plus, she says: Introverts are not interested in leadership for personal glory, and they steer clear of the cult of personality. Their emphasis is on creating something, not on themselves.

“By their nature, introverts tend to get passionate about one, two or three things in their life,” says Ms. Cain. “And in the service of their passion for an idea they will go out and build alliances and networks and acquire expertise and do whatever it takes to make it happen.”

Here are some of the traits common to most introverts that make them especially well-suited to entrepreneurship.

They crave solitude

Many people believe that introverts, by definition, are shy and extroverts are outgoing. This is incorrect. Introverts, whom experts say comprise about a third of the population, get their energy and process information internally. Some may be shy and some may be outgoing, but they all prefer to spend time alone or in small groups, and often feel drained by a lot of social interaction or large groups.

Extroverts—sometimes spelled “extraverts” in psychology circles—gain energy from being with other people and typically process information externally, meaning they prefer to talk through problems instead of pondering them alone, and they sometimes form opinions while they speak. (Ambiverts, a third personality type that makes up the majority of the population, are a mix of introvert and extrovert.)

Being comfortable being alone—and thinking before acting—can give introverts a leg up as they formulate a business plan or come up with new strategies once the company is launched.

Introverts not only have the stamina to spend long periods alone—they love it. “Good entrepreneurs are able to give themselves the solitude they need to think creatively and originally—to create something where there once was nothing,” says Ms. Cain. “And this is just how introverts are wired.”

Extroverts may find it hard to cloister themselves to think through big questions—what does the company have to offer, how will it reach its audience?—because they crave stimulation. Solitude drains them, and they aren’t as creative if they spend too much time alone, says Beth Buelow, a speaker and coach who is founder of The Introvert Entrepreneur, a website for introverts. So extroverts often take a “throw the spaghetti at the wall and see if it sticks” approach to solving problems, rather than think through possibilities.

While extroverts are networking, promoting or celebrating success, introverts have their “butt on the seat,” says Laurie Helgoe, author of “Introvert Power: Why Your Inner Life is Your Hidden Strength” and assistant professor in the department of psychology and human services at Davis & Elkins College in Elkins, W.Va. “An introvert on his or her own is going to enjoy digging in and doing research—and be able to sustain him- or herself in that lonely place of forging your own way.”

They don’t need external affirmation

Another important characteristic of introverts is that they tend to rely on their own inner compass—not external signals—to know that they’re making the right move or doing a good job. That can give them an edge in several ways.

For instance, they generally don’t look for people to tell them whether an idea is worth pursuing. They tend to think it through before speaking about it to anybody, and rely on their own judgment about whether it’s worth pursuing.

Read the entire story here.

Idea Soup, tD

Introverts: Misunderstood, Oppressed

It’s time for Occupy Extroverts. Finally, this would give introverts of the world the opportunity to be understood and valued. Now, will the introverts rise up to challenge the extroverts, insert one or two words in to a conversation and take their rightful place? Hmm, perhaps not, it may require too much attention and/or talking. What a loss — the world could learn so much from us.

[div class=attrib]From the Atlantic:[end-div]

Do you know someone who needs hours alone every day? Who loves quiet conversations about feelings or ideas, and can give a dynamite presentation to a big audience, but seems awkward in groups and maladroit at small talk? Who has to be dragged to parties and then needs the rest of the day to recuperate? Who growls or scowls or grunts or winces when accosted with pleasantries by people who are just trying to be nice?

If so, do you tell this person he is “too serious,” or ask if he is okay? Regard him as aloof, arrogant, rude? Redouble your efforts to draw him out?

If you answered yes to these questions, chances are that you have an introvert on your hands—and that you aren’t caring for him properly. Science has learned a good deal in recent years about the habits and requirements of introverts. It has even learned, by means of brain scans, that introverts process information differently from other people (I am not making this up). If you are behind the curve on this important matter, be reassured that you are not alone. Introverts may be common, but they are also among the most misunderstood and aggrieved groups in America, possibly the world.

I know. My name is Jonathan, and I am an introvert.

Oh, for years I denied it. After all, I have good social skills. I am not morose or misanthropic. Usually. I am far from shy. I love long conversations that explore intimate thoughts or passionate interests. But at last I have self-identified and come out to my friends and colleagues. In doing so, I have found myself liberated from any number of damaging misconceptions and stereotypes. Now I am here to tell you what you need to know in order to respond sensitively and supportively to your own introverted family members, friends, and colleagues. Remember, someone you know, respect, and interact with every day is an introvert, and you are probably driving this person nuts. It pays to learn the warning signs.

What is introversion? In its modern sense, the concept goes back to the 1920s and the psychologist Carl Jung. Today it is a mainstay of personality tests, including the widely used Myers-Briggs Type Indicator. Introverts are not necessarily shy. Shy people are anxious or frightened or self-excoriating in social settings; introverts generally are not. Introverts are also not misanthropic, though some of us do go along with Sartre as far as to say “Hell is other people at breakfast.” Rather, introverts are people who find other people tiring.

Extroverts are energized by people, and wilt or fade when alone. They often seem bored by themselves, in both senses of the expression. Leave an extrovert alone for two minutes and he will reach for his cell phone. In contrast, after an hour or two of being socially “on,” we introverts need to turn off and recharge. My own formula is roughly two hours alone for every hour of socializing. This isn’t antisocial. It isn’t a sign of depression. It does not call for medication. For introverts, to be alone with our thoughts is as restorative as sleeping, as nourishing as eating. Our motto: “I’m okay, you’re okay—in small doses.”

How many people are introverts? I performed exhaustive research on this question, in the form of a quick Google search. The answer: About 25 percent. Or: Just under half. Or—my favorite—”a minority in the regular population but a majority in the gifted population.”

Are introverts misunderstood? Wildly. That, it appears, is our lot in life. “It is very difficult for an extrovert to understand an introvert,” write the education experts Jill D. Burruss and Lisa Kaenzig. (They are also the source of the quotation in the previous paragraph.) Extroverts are easy for introverts to understand, because extroverts spend so much of their time working out who they are in voluble, and frequently inescapable, interaction with other people. They are as inscrutable as puppy dogs. But the street does not run both ways. Extroverts have little or no grasp of introversion. They assume that company, especially their own, is always welcome. They cannot imagine why someone would need to be alone; indeed, they often take umbrage at the suggestion. As often as I have tried to explain the matter to extroverts, I have never sensed that any of them really understood. They listen for a moment and then go back to barking and yipping.

Are introverts oppressed? I would have to say so. For one thing, extroverts are overrepresented in politics, a profession in which only the garrulous are really comfortable. Look at George W. Bush. Look at Bill Clinton. They seem to come fully to life only around other people. To think of the few introverts who did rise to the top in politics—Calvin Coolidge, Richard Nixon—is merely to drive home the point. With the possible exception of Ronald Reagan, whose fabled aloofness and privateness were probably signs of a deep introverted streak (many actors, I’ve read, are introverts, and many introverts, when socializing, feel like actors), introverts are not considered “naturals” in politics.

Extroverts therefore dominate public life. This is a pity. If we introverts ran the world, it would no doubt be a calmer, saner, more peaceful sort of place. As Coolidge is supposed to have said, “Don’t you know that four fifths of all our troubles in this life would disappear if we would just sit down and keep still?” (He is also supposed to have said, “If you don’t say anything, you won’t be called on to repeat it.” The only thing a true introvert dislikes more than talking about himself is repeating himself.)

With their endless appetite for talk and attention, extroverts also dominate social life, so they tend to set expectations. In our extrovertist society, being outgoing is considered normal and therefore desirable, a mark of happiness, confidence, leadership. Extroverts are seen as bighearted, vibrant, warm, empathic. “People person” is a compliment. Introverts are described with words like “guarded,” “loner,” “reserved,” “taciturn,” “self-contained,” “private”—narrow, ungenerous words, words that suggest emotional parsimony and smallness of personality. Female introverts, I suspect, must suffer especially. In certain circles, particularly in the Midwest, a man can still sometimes get away with being what they used to call a strong and silent type; introverted women, lacking that alternative, are even more likely than men to be perceived as timid, withdrawn, haughty.

[div class=attrib]Read the entire article after the jump.[end-div]

[div class=attrib]This Man Was Talked to Death. Artist: John Cameron / Currier & Ives c1983. Library of Congress.[end-div]

Idea Soup

Sales Performance and Extroversion

There is a common urban legend that to be successful in most deeds one needs to be an extrovert. In business, many of us are led to believe that all successful CEOs and corporate-titans are extroverts. We also tend to think that to be a top-flight sales person one also needs to be an out-and-out party-animal. Well it is a myth, now backed up by the most comprehensive meta-study (a study of studies) to date on extroversion and business performance.

[div class=attrib]From the Washington Post:[end-div]

Spend a day with any leader in any organization, and you’ll quickly discover that the person you’re shadowing, whatever his or her official title or formal position, is actually in sales. These leaders are often pitching customers and clients, of course. But they’re also persuading employees, convincing suppliers, sweet-talking funders or cajoling a board. At the core of their exalted work is a less glamorous truth: Leaders sell.

So what kind of personality makes the best salesperson — and therefore, presumably, the most effective leader?

Most of us would say extroverts. These wonderfully gregarious folks, we like to think, have the right stuff for the role. They’re at ease in social settings. They know how to strike up conversations. They don’t shrink from making requests. Little wonder, then, that scholars such as Michael Mount of the University of Iowa and others have shown that hiring managers select for this trait when assembling a sales force.

The conventional view that extroverts make the finest salespeople is so accepted that we’ve overlooked one teensy flaw: There’s almost no evidence it’s actually true.

When social scientists have examined the relationship between extroverted personalities and sales success — that is, how often the cash register rings — they’ve found the link to be, at best, flimsy. For instance, one of the most comprehensive investigations, a meta-analysis of 35 studies of nearly 4,000 salespeople, found that the correlation between extroversion and sales performance was essentially zero (0.07, to be exact).

Does this mean instead that introverts, the soft-spoken souls more at home in a study carrel than on a sales call,are more effective? Not at all.

The answer, in new research from Adam Grant, the youngest tenured professor at the University of Pennsylvania’s Wharton School of Management, is far more intriguing. In a study that will be published later this year in the journal Psychological Science, Grant collected data from sales representatives at a software company. He began by giving reps an often-used personality assessment that measures introversion and extroversion on a 1-to-7 scale, with 1 being most introverted and 7 being most extroverted.

Then he tracked their performance over the next three months. The introverts fared worst; they earned average revenue of $120 per hour. The extroverts performed slightly better, pulling in $125 per hour. But neither did nearly as well as a third group: the ambiverts.

Ambi-whats?

Ambiverts, a term coined by social scientists in the 1920s, are people who are neither extremely introverted nor extremely extroverted. Think back to that 1-to-7 scale that Grant used. Ambiverts aren’t 1s or 2s, but they’re not 6s or 7s either. They’re 3s, 4s and 5s. They’re not quiet, but they’re not loud. They know how to assert themselves, but they’re not pushy.

[div class=attrib]Read the entire article following the jump.[end-div]

Idea Soup

Forget the Groupthink: Rise of the Introvert

Author Susan Cain reviews her intriguing book, “Quiet : The Power of Introverts” in an interview with Gareth Cook over at Mind Matters / Scientific American.

She shows us how social and business interactions and group-driven processes, often led and coordinated by extroverts, may not be the most efficient method for introverts to shine creatively.

[div class=attrib]From Mind Matters:[end-div]

Cook: This may be a stupid question, but how do you define an introvert? How can somebody tell whether they are truly introverted or extroverted?

Cain: Not a stupid question at all! Introverts prefer quiet, minimally stimulating environments, while extroverts need higher levels of stimulation to feel their best. Stimulation comes in all forms – social stimulation, but also lights, noise, and so on. Introverts even salivate more than extroverts do if you place a drop of lemon juice on their tongues! So an introvert is more likely to enjoy a quiet glass of wine with a close friend than a loud, raucous party full of strangers.

It’s also important to understand that introversion is different from shyness. Shyness is the fear of negative judgment, while introversion is simply the preference for less stimulation. Shyness is inherently uncomfortable; introversion is not. The traits do overlap, though psychologists debate to what degree.

Cook: You argue that our culture has an extroversion bias. Can you explain what you mean?

Cain: In our society, the ideal self is bold, gregarious, and comfortable in the spotlight. We like to think that we value individuality, but mostly we admire the type of individual who’s comfortable “putting himself out there.” Our schools, workplaces, and religious institutions are designed for extroverts. Introverts are to extroverts what American women were to men in the 1950s — second-class citizens with gigantic amounts of untapped talent.

In my book, I travel the country – from a Tony Robbins seminar to Harvard Business School to Rick Warren’s powerful Saddleback Church – shining a light on the bias against introversion. One of the most poignant moments was when an evangelical pastor I met at Saddleback confided his shame that “God is not pleased” with him because he likes spending time alone.

Cook: How does this cultural inclination affect introverts?

Cain: Many introverts feel there’s something wrong with them, and try to pass as extroverts. But whenever you try to pass as something you’re not, you lose a part of yourself along the way. You especially lose a sense of how to spend your time. Introverts are constantly going to parties and such when they’d really prefer to be home reading, studying, inventing, meditating, designing, thinking, cooking…or any number of other quiet and worthwhile activities.

According to the latest research, one third to one half of us are introverts – that’s one out of every two or three people you know. But you’d never guess that, right? That’s because introverts learn from an early age to act like pretend-extroverts.

[div class=attrib]Read the entire article here.[end-div]