IIM, XLRI Students Lack Sales Acumen and Customer Focus too: Survey

 

A survey on students of more than 80 B-schools in Indiaby Jombay, a talent assessment and analytics platform, revealed that 35% students in Tier 1 colleges and 60% students in Tier 2 colleges scored below industry standards in ‘Sales Acumen’ while 40% students in Tier 1 colleges and 48% students in Tier 2 colleges scored below industry standards in ‘Customer Focus’.

Around 2,500 students were included in the survey. Tier 1 colleges included top B-schools of India like the Indian School of Business (ISB) Hyderabad, IIM Ahmedabad, IIM Kolkata, IIM Lucknow, IIM Bangalore, Xavier Labour Relations Institute (XLRI), S P Jain Institute of Management and Research, and Faculty of Management Studies (FMS).

Tier II colleges included some of the other well-known management institutes like the Delhi School of Economics, Symbiosis Institute of International Business, Amity University, IGNOU (Delhi), Mudra Institute of Communications, Ahmedabad (MICA), BITS Pilani, and 70 other colleges.

According to Jombay study, 55% students in Tier 1 management colleges scored less than industry expectations on ‘Emotional Control’. In Tier II colleges, 63% students scored low in ‘Emotional Control’ while 55% students scored low in ‘Stress Tolerance’ and ‘Foresight’.

At least 50% students in Tier 2 colleges scored less than industry standards in ‘People Understanding’, ‘Smart Problem Solving’ and ‘Helpfulness’.