Channel sales representative vs field sales representative

The differences between channel sales representatives and field 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 field sales representative. Additionally, a channel sales representative has an average salary of $66,190, which is higher than the $48,460 average annual salary of a field 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 field sales representative are excellent time management, customer service, and powerpoint.

Channel sales representative vs field sales representative overview

	Channel Sales Representative	Field Sales Representative
Yearly salary	$66,190	$48,460
Hourly rate	$31.82	$23.30
Growth rate	4%	4%
Number of jobs	215,005	228,254
Job satisfaction	-	5
Most common degree	Bachelor's Degree, 74%	Bachelor's Degree, 73%
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 field sales representative do?

A field sales representative is an employee who is employed by business-to-business (B2B) and wholesale organizations to visit leads and sell products or services to their customers in person. Field sales representatives must attract new customers and win new accounts so that they can maximize profitability within their territory. They travel around their assigned territory and visit their customers regularly to educate them on how their products can benefit them. Field sales representatives must also maintain records of all sales leads and monitor the organization's competitor, new products, and market conditions.

Channel sales representative vs field sales representative salary

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

	Channel Sales Representative	Field Sales Representative
Average salary	$66,190	$48,460
Salary range	Between $45,000 And $97,000	Between $26,000 And $88,000
Highest paying City	Las Vegas, NV	Seattle, WA
Highest paying state	Nevada	Washington
Best paying company	Microsoft	VMware
Best paying industry	Technology	Technology

Differences between channel sales representative and field sales representative education

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

	Channel Sales Representative	Field Sales Representative
Most common degree	Bachelor's Degree, 74%	Bachelor's Degree, 73%
Most common major	Business	Business
Most common college	SUNY College of Technology at Alfred	SUNY College of Technology at Alfred

Channel sales representative vs field sales representative demographics

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

	Channel Sales Representative	Field Sales Representative
Average age	47	47
Gender ratio	Male, 67.2% Female, 32.8%	Male, 69.5% Female, 30.5%
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, 3.9% Unknown, 3.7% Hispanic or Latino, 14.5% Asian, 5.2% White, 72.5% American Indian and Alaska Native, 0.2%
LGBT Percentage	6%	6%

Differences between channel sales representative and field 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.

Field sales representative example responsibilities.

Train and manage new DSR's.
Lead seminars for the CPA community for CPE credits.
Develop and manage sales in major retail accounts in the Mid-Atlantic region.
Manage and assist a vast customer base in the market for new roofing needs after a large hail storm in Lubbock.
Manage merchandising and POS materials at the retail store level ensuring meticulous compliance with all current corporate initiative regulations.
Conduct effective group Medicare HMO/PPO presentations/seminars, as well as one-on-one field sales presentations.

Channel sales representative vs field 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 field sales representative skills

Excellent Time Management, 17%
Customer Service, 8%
PowerPoint, 6%
Medicare, 6%
Account Management, 6%
Sales Presentations, 5%

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Channel Sales Representative
Channel Sales Representative vs Field Sales Representative

Updated January 8, 2025

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