Field Marketing Boosts Sales Rep Productivity

Field marketing [FM] reps achieve program, campaign and research KPIs that make sales reps more efficient.  They also serve as a reliable backup when sales reps are unavailable.

FM reps are located in field offices reporting to a marketing director with local accountability to a regional director.  FM provides a growth path for future sales reps and marketing managers.

• FM reps create awareness and gain permission to send relevant, timely and concise information to contacts in various stages of the buying process.
• They partner with complementary vendors that contribute to a total solution and are a lead source.
• They develop sales-ready leads that are acted upon in a timely manner.
• They coordinate presentations, proposals, site visits and other opportunity management milestones.

FM rep post-sale responsibilities include retaining and developing second-tier customers.  They research all customers horizontally and vertically to discover new contacts for the CRM database.