Business culture today is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes.
Since the early part of the 20th century – along with the rise of corporations – extroversion has been favored over introversion as a way of doing business.
Think about most job postings and resumes and the buzzwords you hear both from the job seeker’s and the employer’s perspectives: “work well with others; dynamic; driven; team player; shows initiative; strong leader; contributes ideas; outgoing and personable; sales-driven…”
While these are admirable traits, they are extrovert traits and they are not the only traits that are important in business.
The flip side of the coin is just as important – a strong work ethic and traits that ultimately lead to measurable results: “Conscientious; follows through; independent self-starter; self-motivated; persistent; focus on customer relations; trustworthy; curious; autonomous, self-directed, innovative, problem-solver, independent thinker…”
Introverted people have been perceived in a very negative light in the business culture mostly because of a false association of introversion with shyness. Even the dictionary definitions portray introverts as somehow socially flawed or inept. Introversion is perceived as a personality disorder: “Marked by interest in or preoccupation with oneself or one’s own thoughts as opposed to others or the environment; shy or reserved.”
Definitions like these are written from the point of view of the extrovert, who sees the introvert’s tendencies as negatives; something akin to saying that introverts are self-absorbed, self-centered social outcasts who don’t care about anyone else, don’t have any people skills and can’t possibly succeed in anything except maybe basket weaving (that’s if they can market their baskets). This is a very one-sided bias, but a very pervasive one.
So why is the business culture so enamored with extroverts? Let’s look at the classic traits exhibited by extroverts. Most business education and self-help books are written from the extrovert’s point of view, and this is what we are all familiar with as “the way to do business.”
- Extroverts enjoy interactions with others – a bonus when networking, meeting new clients, cold calling, brainstorming, leading and promoting. Buzzwords: strong interpersonal skills. We are taught, “it’s not what you know but whom you know.”
- Extroverts are outgoing, talkative, friendly, gregarious, assertive, bold and enthusiastic – they infuse what they do with such enthusiasm that others naturally follow their lead. Extroverts enjoy and crave the stimulation and energy of large social gatherings, both business and personal and have a large circle of friends and acquaintances; make new friends easily. Buzzwords: outgoing, strong leader, good networking skills. We are taught, “Be a people person.”
- Extroverts often think on their feet and make quick decisions – this makes them great leaders when the pressure is on. Buzzwords: works well under pressure. We are taught, “If you can’t stand the heat, get out of the kitchen.”
- Extroverts love to spring into action at a moment’s notice, and often improvise and try a lot of approaches that introverts may not. Their boldness inspires others to follow their lead, and creates an atmosphere of enthusiastic propulsion toward a goal. Buzzwords: mover and shaker. We are taught, “Learn to swim on the way to the island.”
- Extroverts speak up whenever they have an idea, emotion or thought to share. They are often proactive and think out loud. Buzzwords: excellent communication skills. We are taught, “Lay it all out on the table so there are no misunderstandings.”
- Extroverts are results-driven (and love to be noticed for their achievements); Buzzwords: shows initiative. We are taught, “Always be on the alert for ways to improve things, and make suggestions on how to do so.”
- Extroverts work well as part of a large team and excel at collaborative efforts. They are quick to volunteer, reach out to team members who need help and offer input whenever possible. Buzzword: exceptional team player. We are taught, as Henry Ford put it, “Coming together is a beginning; keeping together is progress; working together is success.”
- Extroverts feel validated by respect, appreciation and approval of others. Buzzword: results-driven. We are taught that self-promotion is the only way to get noticed.
There is absolutely nothing wrong with these traits, nor these philosophies! However, nearly half of the workforce finds it difficult to embody these traits.
Introverts are the quiet ones, often mistrusted by extroverts for their lack of Labrador Retriever-like enthusiasm and gregariousness. They exhibit none of these “desirable” traits.
- Introverts are seen as having poor interpersonal skills because of their tendency to be quiet. They are often perceived as being antisocial and overly reserved or aloof.
- Introverts are seen as unable to excel under pressure.
- Introverts are seen as suffering from “analysis paralysis” and unable to take action.
- Introverts are seen as poor communicators because they tend not to share ideas unless prompted in group situations.
- Introverts are seen as lacking initiative, because they prefer not to talk about their work or problems they are solving.
- Introverts are not seen as team players.
In the eyes of extroverts, introverts are the loners, the outcasts, the socially awkward geeks…certainly not leaders or success stories! Viewed as lacking the “necessary” skills of business success, introverts are at a disadvantage when it comes to getting hired for sales or “people oriented” positions (like sales) and are often overshadowed in the workplace by their extroverted colleagues.
But in a business culture where group interaction is valued, many offices are set up open-plan and brainstorming meetings dominate idea generating, the introvert is at a distinct disadvantage.
If you’re an introvert or if you work with introverts, you are about to learn how to make the most of your inner power, how to work and co-create with extroverts, how to navigate the business culture and how to grow your career or business and launch your success, quietly, with reserve and dignity – the introverted way. Don’t let your more vocal brethren overshadow your talents or your contribution. Make your quiet presence felt, if not heard. Learn more here: Introverts in Business.
