The Fine Line Between Confidence and Arrogance

Written by: Jeb Brooks

There’s a fine line between confidence and arrogance. Here’s what I mean…

  • Confidence is the feeling or belief that someone can rely on you.
  • Arrogance is having or revealing an exaggerated sense of one’s own importance or abilities.

Here are some differences between the two.

  1. Arrogance is exaggerated, meaning it’s “larger” than reality. Confidence is a suitable dose of reality.
  2. Confidence is given to you, over time, by others. Arrogance, on the other hand, is something you give off.
  3. Arrogance can be masked for a short time as confidence.
  4. Perhaps most importantly: Confidence is good. Arrogance is bad.

Ask them about a time they had to “eat crow” or admit they were wrongConfident people willingly share, but arrogant ones have trouble with it.

The moral is this: Prospects and customers want to deal with a confident salesperson. They’ll eagerly run away from an arrogant one.

So, as a sales manager, how do you find salespeople who are on the confident side of the spectrum? After all, it can be difficult to tell whether a particular candidate is unnecessarily arrogant or appropriately confident during a short interview.

In fact, it’s sometimes even difficult for people to tell how they come across to others. And, that’s for good reason; self-perception can be vastly different from reality. Here are a few ways I’ve used to tell whether someone is arrogant in an interview setting:

  • Make the interview a looooonnnng oneArrogance can be masked as confidence for only so long.
  • Use an assessment that measures a person’s self-perceptionNothing like knowing what’s beneath the surface!

Written By

Jeb Brooks

As the Chief Culture Officer of The Brooks Group, Jeb Brooks is responsible for the initiatives that create and maintain a strong company culture. Jeb believes fervently that companies don’t grow, people do. The purpose of The Brooks Group is to help team members grow as people and professionals so that they can help clients do the same. Jeb’s work is centered around identifying opportunities for everyone to push their comfort zones and extend beyond their limits.

Join over 17,000 sales leaders getting the best content right in their inbox

You may also like

Ready to maximize the performance of your sales team? A representative from The Brooks Group can help get you started.