ISM Level 5 - Managing the organizational international sales function focuses on achieving the business’s overall sales targets.

 The task is to develop the organization, its resources, processes, and capabilities in order to generate growing revenues over time, while addressing the continuous changes in the organization’s internal and external business environment.

ISM Level 4 - This management level focuses on achieving the overall sales targets for a defined international territory.

Such a territory may include several countries or an entire geographic region and may encompass different types of customers from various market segments and/or industries operating in the territory at the same time.

Ideally, the goal is to synchronize the various sales efforts across the territory as much as possible in order to create synergy, so that the territory’s sales operation is not only effective but also efficient in achieving significant sales targets.

ISM Level 0 - Self-management is a person’s ability to regulate their behaviors, thoughts, and emotions in a way that better serves both them and their work.

Success in international sales depends heavily on the performance of international sales managers at every management level.

Their knowledge, experience, capabilities, skills, behavior, and other attributes have a major impact on both their own sales performance and that of the organization as a whole.

ISM Level 3 - This management level focuses on international sales channels as an integrated system designed to generate significant, sustained revenue for the business.

Sales channels are a valuable—and sometimes strategic—company asset, so managing them as such requires an appropriate strategy and capabilities.

ISM Level 2 - This management focuses on preferred international customers. In international sales, companies sometimes choose to focus on specific customers because of their importance to the business, the revenue they generate, and the desire to develop meaningful—and sometimes strategic—relationships with them. These customers are often referred to as Key Accounts.

These may be end customers, distribution customers, or other manufacturers (for example, under OEM arrangements). What matters is focused, in-depth management of a limited number of selected customers, guided by a specific strategy and plan.

ISM Level 1 - This is the basic international sales process, focused on acquiring customers and developing relationships with them in order to achieve the established sales targets.