A former colleague of mine moved into solutions consulting and says she makes more in commissions than she ever did in audit. She basically just demos accounting software to CFOs and explains the technical side of the implementation. I’m worried I don't have the extroverted personality required for a sales-adjacent role. Do you think a standard introverted accountant can actually thrive doing something like that?

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I'm an introvert that can cosplay as an extrovert for money. I could probably do it if the pay is really that good. But not everybody enjoys that kind of work, or can find their extroverted personality in order to get it done. No point doing something if you're going to be miserable.

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Do you feel like you do well training your associates in a task? Leverage that to see how you feel. I don’t love the idea of sales, but I know when I have a work paper and I explain it to a first year, I get really into teaching them something I know. This sounds similar in that you’re just teaching the client how to use the software.

If you're convinced you're an introvert and can't change, that's probably not the work for you. If you can push yourself out of your comfort zone and be personable, there's no reason why you couldn't do it. Perhaps you should make a conscious effort to change. How that goes will provide the answer.

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