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Innovara Sales Management Assessment (ISMA)

 

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The Innovara Sales Management Assessment ™ (ISMA) is an online survey that enables a company to benchmark the capabilities of its sales managers against industry standards. The resulting analysis identifies and prioritizes the sales organization’s development needs and makes concrete recommendations for formal training, on-the-job learning and coaching, and self-development.

The standard ISMA profiles 10 key competencies critical to functional sales management excellence:

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Selling
Selling Skills to Achieve Sales Results

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Strategy
Strategic Thinking, Analysis, and Insights

 

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Communication
Communication and Engagement

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Business
Business and Operational Acumen

 

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Customer
Customer Focus and Insights

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Leadership
Territory Leadership and Competitiveness

 

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Strategy
Sales Strategies & Planning

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Patient
Customer/Patient Insights and Value

 

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Knowledge
Sales Knowledge, Planning, and Operations

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Value
Driving Healthcare Value

 

The Innovara Sales Management Assessment can also be customized to assess specific competencies desired by a company, as well as to the specific industry (e.g. pharmaceutical, medical devices, diagnostics, biotechnology, consumer healthcare, healthcare systems and services, etc.).

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Innovara Medical Science Liaison Assessment

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