Leaders like Gandhi , Eleanor Roosevelt , and Rosa Parks – who described themselves as quiet – were arguably more impressive and listened to when they entered the spotlight because audiences understood that their messages were coming from an authentic place
Management
Teamwork and collaboration still have a prominent role to play in our workplaces and we shouldn ’ t scrap these ideas entirely . Instead , the answer lies in choice . Next-generation workplaces are likely to be hybrid spaces containing both common areas and private offices . Mobile technology means that employees aren ’ t physically restrained to their desks by cables , and therefore shouldn ’ t necessarily be required to sit at one assigned desk all day . It ’ s no surprise that companies like Google have pioneered the hybrid office . They have flexible workspaces that allow employees to work where there is lots of stimulation when they feel the need , and quieter workrooms when these spaces will help them be more productive . Also , accommodating flexible work options ( such as working from home ) can help introverts stay focused , engaged , and more productive .
Communication strategies There are literally thousands of articles on the web teaching introverts how to communicate effectively in extrovert-focused workplaces , but what if the corporate world embraced communication methods preferred by introverts ? What would this look like ? For starters , managers could allow opportunities to discuss ideas one-on-one or in small group settings , only after allowing introverts to formulate ideas on their own first . It ’ s important to understand that introverts have opinions and like to share their opinions , but not necessarily in a public forum . Another method is to use written communication , such as email . Research tells us that solitude and independent thinking , whether a person is introverted or extroverted , produces better creative thought then developing ideas in a group . Groupthink and mirroring the opinions of dominant personalities can suppress individuals ’ original thoughts and ideas . Furthermore , managers can help introverts by avoiding surprises . Workplace pop quizzes in the form of putting people on the spot can be a recipe for lower self-confidence leading to reduced levels of motivation .
When asked about networking for introverts , Cain suggests it is possible and offers this thoughtful piece of advice : “ one genuine new relationship is worth a fistful of business cards .” In any event , she suggests taking the pressure off by encouraging introverts to find a kindred spirit in the room and when they find that one person , that ’ s great . They don ’ t have to continue meeting people if they don ’ t want to . Quality over quantity .
Do introverts make good salespeople ? While most ideas of successful salespeople include visions of charming , charismatic personalities , few salespeople can get by on their extroverted nature alone . The ability to analyze buying motives and pay attention to detail , in addition to accountability and follow through , are critical skills a salesperson must possess , and they are also qualities perhaps better attributed to introverts . The argument has been made that introverts actually make the best salespeople . That ’ s not to say that extroverts don ’ t have the ability to be more than just the face of a product or service , but long time sales coach , Trent Hand , admits that extroverted salespeople are more likely to wing it than their introverted counterparts . He also points out that introverts tend to study their prospects carefully before pursuing them , leading to a higher sales-to-call ratio than individuals who do less research . Hand also believes that the quieter , more analytical nature of introverts helps ensure that they are more fully prepared for presentations , including preparing to address a range of objections . In an article about introverted versus extroverted salespeople , Hand summarizes the ultimate difference eloquently : “… the difference tends to be that introverts will often work hard to develop the extrovert ’ s skills , while the extroverts will continue to try to get by on their natural charms .” Furthermore , many sales roles are “ inside sales roles ”, where employees have very few face-to-face interactions with clients . This can help introverts more easily transition into a sales job .
Leaders like Gandhi , Eleanor Roosevelt , and Rosa Parks – who described themselves as quiet – were arguably more impressive and listened to when they entered the spotlight because audiences understood that their messages were coming from an authentic place
How NOT to manage introverts By looking at all the ways to help introverts be themselves and promote optimal , inclusive working conditions for everyone , let ’ s summarize by listing how not to manage introverts .
• Assume that an introvert who is quiet is “ shy ”
• Assume that introverts are anti-social
• Pass introverts up for leadership or sales positions , based solely on the fact that they are quieter and more reserved
• Design an office space completely open-concept with no private options
• Put introverts on the spot
• Don ’ t provide an agenda before a meeting , thereby potentially catching introverts off guard with unknown content
• Never have one-on-one meetings , only large-group discussions
Finally , Cain identifies the one thing above all else that managers can do to help introverts , and in doing so , help themselves : “ The more freedom we give introverts to be themselves , the more likely they are to come up with their own unique solutions to problems .”
Diana Varma is an Instructor at the School of Graphic Communications Management at Ryerson University and the Owner of ON-SITE First Aid & CPR Training Group , a health & safety company that provides training to the Graphic Arts Industry .
16 | March 2018 | GRAPHIC ARTS MAGAZINE graphicartsmag . com