Much of what many marketing organizations are able to provide is “air cover” for their sales groups. This can be high level messaging, presentation and collateral development or lead generation. One facet that many sales professionals constantly request is someone or something to help them at the local level.
Field marketing provides the mechanism to bring the programs developed by marketing and operationalize them at the field level. Giving headquarters a line-of-sight to the sales force provides many pieces of useful information. Some of the many benefits include quickly knowing which programs are working and, if not, why; gathering and providing best practices within your sales force; and even providing your product or services developers much needed insight to what your clients need to keep them in business.