The Curvilinear Effects of Extroversion on Subjective and Objective Sales Outcomes

Recent advances in the shape of the extraversion-sales performance relationship suggests being highly introverted and highly extraverted can be detrimental to customer interactions. Using two archival data sets (Study 1: N = 574, Study 2: N = 168), the current study explored non-linear extraversion-sales performance relationships at both the factor- and facet-level for predicting objective and subjective criteria. Findings suggest significant non-linear relationships for extraversión facets with specific criteria combinations. Sales organizations should consider facets over factors for performance prediction. Implications for hiring extraverted sales professionals are discussed