Method

Seven pillars, weighted, then the combinations.

Each diagnostic item is a 1–5. Pillar score is the mean of answered items, scaled to 100. "I don't know" is excluded from the mean. The overall MARA score is a weighted sum.

• Opportunity Management · 12%
• Discovery & Diagnosis · 15%
• Value & Differentiation · 14%
• Objection Prevention & Resolution · 14%
• Advancing & Closing · 16%
• Follow-Up & Pipeline Recovery · 15%
• Sales Leadership & Performance · 14%

Combination rules fire on top of the arithmetic: opportunity high / conversion low; discovery high / closing low; capability high / leadership low.