• The results and executive summaries published here serve to highlight important industry trends and raise thought-provoking questions.
  • Although the importance of the role of the sales manager is universally recognized, there are barriers that prevent organizations from optimizing this influential group.
  • Universally recognized as the primary influencers of selling effectiveness and driving sales results, Delta Point conducted a survey of tenured, successful first line sales managers.

Research

Delta Point periodically conducts research to gain insights about selling and sales excellence in the life sciences industry. The results and executive summaries published here serve to highlight important industry trends and raise thought-provoking questions about increasing sales effectiveness and issues concerning sales representatives, first line sales managers, senior leaders, and the culture of the organization.

To download the survey results and white papers, please contact us by clicking the Contact Us button to the right. 

First Line Sales Managers: Unleash the Power [Executive Summary 2013]

Although the importance of the role of the sales manager is universally recognized, there are barriers that prevent organizations from optimizing this influential group. In their survey of first line sales managers, Delta Point goes to the source to dive deep to identify those obstacles which hinder sales managers from reaching their potential. Combining survey results with recent research, this white paper analyzes what organizations can do and should do to improve the effectiveness of first line sales managers, which by any objective measure, are the true lynchpins of the organization in terms of driving sales results.

Sales Managers Insights: Tabulated Responses [December 2012]

Going to the source is one of the more effective ways to learn about what is really needed to drive sales success. Universally recognized as the primary influencers of selling effectiveness and driving sales results, Delta Point conducted a survey of tenured, successful first line sales managers in an atmosphere of confidentiality to gain insight into how they execute their role. The survey results that are captured in this document reveal some surprising findings.

Leadership Survey of Sales Skills [2009]

This executive summary provides an analysis of insights gained form a survey of leaders in sales, marketing, and training from over 20 pharmaceutical companies, including 8 of the top 10 Pharma companies worldwide. Learn what they consider critical to developing sales excellence and driving sales results, including the often unrecognized skill of connecting with their customers by developing business relationships.

2016 Delta Point Survey Results

The Delta Point 2016 Annual Survey of First Line Managers and Representatives across the industry reveals interesting insights about the need for Coaching Selling. Click the report below to open or download as a PDF.

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