Innovara Sales Management Assessment (ISMA)
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:
Selling Skills to Achieve Sales Results
Strategic Thinking, Analysis, and Insights
Communication and Engagement
Business and Operational Acumen
Customer Focus and Insights
Territory Leadership and Competitiveness
Sales Strategies & Planning
Customer/Patient Insights and Value
Sales Knowledge, Planning, and Operations
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.).