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Log In / Register | Apr 26, 2018

Wall Street Lawyer on the Power of Introverts

Susan Cain addresses a TED audience

In franchising firms across America, there is an argument that typically roars back and forth. "We need extroverted salespeople as owners who can make this franchise concept succeed," argues the franchise development executive. "No way. We need more introverted administrators who can always hire great salespeople," declares the operating officer. Usually, the argument for extroverts wins. Franchisors sometimes even select extroverts through Myers-Briggs type personality tests.

They may be doing themselves a disservice.

Wall Street attorney, executive and author Susan Cain argues that introverts bring extraordinary talents and abilities to the world. Although the business world typically focuses on extroverts, introverts have powerful business abilities to lift companies to the next level that should be encouraged and celebrated.

In my own interviews with franchisee presidents and franchisor CEOs, I often come across successful leaders who are articulate in representing their brand but who seem contemplative and shy by disposition.

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