“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.

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