Citizenship Work Correlates With Brain, Not Personality
Citizenship work behaviors are ones that help the organization, such as volunteering for overtime, proactively suggesting new ideas, and offering to work with difficult colleagues.
These helpful behaviors are important because they've been shown to encourage creativity and adaptability in the workplace and improve employee morale.
Research has found that brains account for 53% of these helpful work behaviors and personality accounts for 47%.
Counterproductive Work Behavior Correlates With Personality, Not Brains
Counterproductive work behaviors are ones that harm the organization, such as theft, insults, or taking credit for someone else’s work.
These harmful behaviors matter because they've been shown to increase absenteeism and turnover, which represents thousands, even millions, of financial loss to a company per year.
Research has found that brains account for 9% of these harmful work behaviors and personality accounts for 91%.
Should You Hire Sales Reps With Brains or Personality?
Ideally, you want sales reps that have the brains and personality to succeed. But all things being equal, the research finds recruiting sales reps with the right personality traits for selling success will give you the edge.
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Originally published Mar 30, 2016 12:00:00 PM, updated July 28 2017