In a previous post, I tried to figure out why, as an introvert, I sometimes act like an extrovert. My initial guess was that when you feel comfortable, your extroverted side can emerge more easily. However, after reflecting on this, I came across a study by Adam Grant, an organizational psychologist and Wharton professor, that made me reconsider. His research found that extroverts aren’t always the best salespeople, contrary to common assumptions. Instead, his work revealed that ambiverts—those who fall between introversion and extroversion—actually outperform both in sales roles.
Before this, I’d never even heard the term ambivert. So, what exactly is ambiversion? And could it be that introverts don’t simply “turn extroverted” when comfortable—but rather, they’re tapping into an ambiverted side of themselves?
What Is Ambiversion?
Ambiversion describes people who don’t identify strictly as introverts or extroverts. An ambivert can switch between being reserved and outgoing depending on the situation. This flexible social style equips ambiverts to adapt, connect, and succeed where single-style approaches may not work as well.
Adam Grant and the “Ambivert Advantage”
Adam Grant’s influential research dispelled the myth that extroverts always make the best salespeople. In his study of 340 salespeople, he discovered that the highest performers were those in the middle of the introversion-extroversion spectrum—the ambiverts—not the extreme extroverts or introverts. The least effective were the two extremes.
“Because they naturally engage in a flexible pattern of talking and listening, ambiverts are likely to express sufficient assertiveness and enthusiasm to persuade and close a sale, but are more inclined to listen to customers’ interests and less vulnerable to appearing too excited or overconfident.” — Adam Grant
Could You Be an Ambivert?
You might relate to ambiversion if you recognize these subtle but important patterns in yourself:
1. You’re a Social Chameleon
- Some people describe you as reserved or thoughtful, while others are surprised to hear you call yourself an introvert because they’ve seen your engaged, talkative side.
- Your behavior shifts noticeably depending on the setting—you might be quiet in a loud group of strangers but animated when discussing a passion project with colleagues.
- You don’t have one consistent social persona; instead, you adjust naturally without forcing it.
2. Socializing Isn’t Always a Performance
- With certain people or topics, conversation flows easily—it doesn’t feel like you’re “acting extroverted.”
- You don’t mentally rehearse before speaking up in comfortable environments (though you might in unfamiliar ones).
- Small talk can still drain you, but meaningful exchanges might leave you feeling connected rather than exhausted.
3. Your Energy Isn’t Predictable
- While alone time is important, you don’t always need long stretches of solitude to recover. Some social interactions actually give you energy.
- After a good conversation, you might feel stimulated rather than depleted—but this depends entirely on the context (who, what, where).
- You occasionally surprise yourself by wanting to socialize, even after a busy week.
4. You Feel “In Between” Labels
- You’ve questioned whether you’re really an introvert because you don’t fit the stereotype of someone who always avoids socializing.
- At the same time, you know you’re not an extrovert—large groups, constant interaction, or forced networking still feel unnatural.
- Personality tests frustrate you because your answers change depending on your mood or recent experiences.
Why Labels Aren’t Everything
Ambiversion isn’t about being more “balanced.” It’s simply a recognition that:
- Behavior is fluid—you’re not the same in every situation, and that’s normal.
- Introversion/extroversion isn’t binary—most people aren’t at the extreme ends.
- Self-awareness matters more than categories—if you understand your rhythms, labels are just shorthand, not rules.
If you’ve ever felt like you don’t fully belong in either camp, ambiversion might explain why. And that’s okay—it’s not a contradiction, just a reflection of how complex (and adaptable) humans really are. Human behavior is a spectrum, not a checkbox.
What makes ambiversion so fascinating—and perhaps so relatable—is that it reflects a simple truth: People aren’t static. You might feel introverted one day and surprisingly outgoing the next. You might find meaning in a deep conversation with a close friend but feel overwhelmed in a crowded party. These contradictions aren’t flaws; they’re proof of your ability to adapt.
Adam Grant’s research reminds us that success isn’t about forcing yourself into a box labeled “introvert” or “extrovert.” It’s about recognizing your natural range and using it intentionally. Whether you’re an introvert with ambivert tendencies, a full-fledged ambivert, or someone who’s still figuring it out, the goal isn’t to pick a side—it’s to pay attention to your fluidity.
So the next time you surprise yourself by enjoying a social moment or craving quiet, don’t overthink it. You’re not switching teams; you’re just being human. And that’s more than enough.