Sales signals – only 27% of salespeople feel they fully master their job, Krauthammer’s latest study reveals
“Salespeople’s self-evaluation indicates a modest mastery of sales fundamentals”, the latest Krauthammer study shows. With Dr. Pascal Brassier of the Groupe ESC Clermont Graduate School of Management in France, Krauthammer examined salespeople’s view of their own competence. 26 skills associated with 5 big domains of the sales process were examined: “prospecting”, “diagnosing”, “persuading”, “negotiating” and “closing”. Overall, only 27% of salespeople feel they fully master their job, the findings indicate, with prospecting the least mastered phase in the sales process – only 23% of the salespeople surveyed showing full confidence.

Corporate CSR performance fails to convince employees - around 50% of companies disappoint, a new Krauthammer led study* shows.
“Organisations should practice the belief that the economy and the ecology are one thing.” So say employees in a new Krauthammer study surveying employees’ experience of their organisations CSR (Corporate Societal Responsibility) practices. And yet, only 26% of companies seem to agree, according to those surveyed.