Adam Grant

speaker

2,364 appearances 12 recordings 1 series first heard May 2026 last heard 11 Aug

Adam Grant’s voice in public audio — every appearance, attributed to the second.

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Recordings per month over the last 12 months — 12 in all, peaking in Jun 2026 with 5.

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And I think people are making a Faustian bargain when they make that choice.

Well I think I think we have the best data on uh how to fix this in workplaces.

So in organizations, one of the mistakes we make is we tend to promote people only based on individual results.

And that allows the narcissists and the Machiavellian to get ahead.

What we ought to be doing is not just indexing your own performance.

We should be measuring what is your impact on others.

There's great research on this on salespeople, for example.

Alan Benson and colleagues have studied over 30,000 salespeople.

And what they want to know is who's a great sales manager?

And the people who often get promoted are the best individual salespeople, the biggest rainmakers who bring in the most revenue.

They are not the most effective managers of teams of salespeople though.

What's the leading indicator that you were going to be a great leader of sales teams?

It's how many assists you gave to other salespeople.

Did you refer clients to them?

Did you help them solve problems?

Did you get them access to deals?

And that's a great example for me of measuring what is the value added to your team.

Let's promote on that basis, not just what did you accomplish yourself?

Always a pleasure, Robin.

Rethinking is hosted by me, Adam Grant.

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