Channel sales representative vs direct sales representative

The differences between channel sales representatives and direct sales representatives can be seen in a few details. Each job has different responsibilities and duties. It typically takes 2-4 years to become both a channel sales representative and a direct sales representative. Additionally, a channel sales representative has an average salary of $66,190, which is higher than the $43,527 average annual salary of a direct sales representative.

The top three skills for a channel sales representative include lead generation, direct sales and channel sales. The most important skills for a direct sales representative are customer service, direct sales, and TV.

Channel sales representative vs direct sales representative overview

	Channel Sales Representative	Direct Sales Representative
Yearly salary	$66,190	$43,527
Hourly rate	$31.82	$20.93
Growth rate	4%	4%
Number of jobs	215,005	159,668
Job satisfaction	-	-
Most common degree	Bachelor's Degree, 74%	Bachelor's Degree, 53%
Average age	47	47
Years of experience	4	4

What does a channel sales representative do?

A channel sales representative is typically in charge of securing sales with vendors and resellers. Their responsibilities often include performing research and analysis to identify new business and client opportunities, generating leads, and devising strategies to close deals. They must also liaise with clients through calls or correspondence, arrange appointments, offer products and services, recommend promotions, negotiate contracts, and even process payments. Furthermore, as a channel sales representative, it is essential to build positive relationships with clients, all while adhering to the company's policies and regulations.

What does a direct sales representative do?

As a direct sales representative, you are responsible for creating customer awareness of a company's products and services and closing sales. You will perform varied tasks that include assisting in developing and executing marketing and sales plans, conducting research on competing products, and identifying opportunities to improve sales. Additionally, you are expected to answer inquiries about product features, availability, benefits, and pricing. Other tasks that you are likely to perform include attending trade shows, preparing sales proposals for prospective buyers, and preparing sales reports.

Channel sales representative vs direct sales representative salary

Channel sales representatives and direct sales representatives have different pay scales, as shown below.

	Channel Sales Representative	Direct Sales Representative
Average salary	$66,190	$43,527
Salary range	Between $45,000 And $97,000	Between $27,000 And $69,000
Highest paying City	Las Vegas, NV	Salem, OR
Highest paying state	Nevada	Maine
Best paying company	Microsoft	Google
Best paying industry	Technology	-

Differences between channel sales representative and direct sales representative education

There are a few differences between a channel sales representative and a direct sales representative in terms of educational background:

	Channel Sales Representative	Direct Sales Representative
Most common degree	Bachelor's Degree, 74%	Bachelor's Degree, 53%
Most common major	Business	Business
Most common college	SUNY College of Technology at Alfred	SUNY College of Technology at Alfred

Channel sales representative vs direct sales representative demographics

Here are the differences between channel sales representatives' and direct sales representatives' demographics:

	Channel Sales Representative	Direct Sales Representative
Average age	47	47
Gender ratio	Male, 67.2% Female, 32.8%	Male, 68.4% Female, 31.6%
Race ratio	Black or African American, 3.8% Unknown, 3.7% Hispanic or Latino, 14.1% Asian, 5.1% White, 73.0% American Indian and Alaska Native, 0.2%	Black or African American, 3.8% Unknown, 3.7% Hispanic or Latino, 14.2% Asian, 5.1% White, 72.9% American Indian and Alaska Native, 0.2%
LGBT Percentage	6%	6%

Differences between channel sales representative and direct sales representative duties and responsibilities

Channel sales representative example responsibilities.

Adopt new CRM software to manage existing customers while providing training on update systems.
Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
Maintain accurate up-to-date activity and opportunity reports in Microsoft CRM software.
Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.

Direct sales representative example responsibilities.

Manage accounts and create invoices via QuickBooks.
Achieve and maintain high-volume sales output, for cell phones and broadband products to stay employ with company.
Contact medicare eligible recipients to sell medicare advantage plans through in-home meetings, community seminars and direct telesales.
Canvass assigned sales territory and solicit orders for new or upgrade cable, broadband and digital phone services.
Generate revenue by selling and upselling services while developing client base throughout territory.
Prospect and generate sales revenue by adding new program residential customers and cross selling and upselling current residential customers.

Channel sales representative vs direct sales representative skills

Common channel sales representative skills

Lead Generation, 28%
Direct Sales, 22%
Channel Sales, 19%
Sales Cycle, 16%
Sales REP, 3%
Channel Development, 2%

Common direct sales representative skills

Customer Service, 33%
Direct Sales, 20%
TV, 15%
Work Ethic, 4%
Technical Troubleshooting, 3%
Door-To-Door Sales, 3%

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Channel Sales Representative
Channel Sales Representative vs Direct Sales Representative

Updated January 8, 2025

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