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A good starting point is by ﬁ rst recognizing in yourself what is your primary management approach. This is not unlike
the Myers-Briggs Type Indicator test. Many companies require their employees to take the test, particularly for people
who are involved with sales.
This test determines where a person falls on the introvert – extrovert scale. An introvert is generally a shy person
who avoids interaction with others, and is uncomfortable with social settings, particularly with new people. An
extrovert is an outgoing, very expressive person who loves social settings and loves meeting and talking with new
people. Obviously, there are various degrees of where someone would fall on the scale. Some people fall right in the
middle and are called ambiverts.
When considering this personality trait, who would make a better sales
person, an introvert or extrovert? Most people would think that an extrovert
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makes a better sales person, but studies show it is actually the introvert who
makes the better sales person. Why? Because during most sales calls,
the customer is generally happy to tell you what they want. The extrovert
generally won’t shut up. At some point the customer will get tired of listening
to them talk. But the introvert will sit quietly letting the customer give them
the keys to the sale.
The results of the Myers-Briggs test will help people to better understand
themselves and recognize their tendencies. Extroverts can force themselves
to limit their presentation, shut up, and let the customer tell them what is
needed.
In a similar way, by recognizing your primary management approach, you
can choose to consider the situation and adopt the style that best ﬁ ts the
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situation. The idea of treating everyone fairly and equally is at a baseline and
an extremely important part of management. However, it is also fair to say
that employees have unique personalities. You can be fair, but you can adjust
your approach to best suit the individual.
The research conducted by Professor Raffaelli suggests that, if you can master the ability of altering
your management approach, you will improve your effectiveness as a manager. Certainly, it is an
interesting idea, one upon which I suspect that many of us will reﬂ ect.

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