Q&A: The Role Of Sales In Field Service

By Sarah Nicastro, publisher/editor in chief, Field Technologies
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Publisher/Editor-In-Chief Sarah Nicastro talks one-on-one with Steve Meyers of Vivint about the opportunity that exists for sales and service integration.

We’ve been talking a lot in the industry lately about how to integrate the field service function with the sales process. Doing so can enable field technicians — who are closest to the customers — to uncover sales opportunities that ultimately can boost revenue, but the process of integrating these functions doesn’t always come naturally to organizations in which service and sales have traditionally operated separately.

Steve Meyers, field service director for the central United States at Vivint, spoke at WBR Field Service this year about how to handle an “overbearing sales force.” Vivint offers home security, energy management, home automation, local cloud storage, and high-speed Internet solutions to more than 900,000 customers throughout the United States, Canada, and New Zealand. Here, Steve talks with us about how Vivint’s field service and sales forces collaborate and provides some advice for how to handle service and sales integration successfully.