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Timely Advice for Franchisors

Expert Advice for Franchisors

How to Improve your Franchise Sales Process, from Leads to Sales.

Fire Your Franchise Sales Team

Posted by Joe Caruso | category Sales

Every end of year you ask your franchise sales team how many franchise deals will they close next year. And they tell you a number.

Almost always the number is higher than the previous year and you believe them, or at least you want to believe them.

Your team is being optimistic. They want to do well and they want to please you.

But you might end up blaming them when the results don't happen and you will consider making personnel changes.

It's no secret that franchise sales teams have high turnover and you can chalk some if it up to a bad hire here and there. But in my experience that's not the reason why most of the time.

The turnover happens mostly out of frustration. You fire under-performers or they quit because they know they are failing. You find a new person and cycle repeats itself.

Stop being set up for disappointment and having to get a new team. You can do something about it now to make things better for this year.

Here is how to do something different?

Confirm your team actually follows your franchise sales process - You will be surprised at what you learn.

Find the leaks in your sales funnel - Where are your franchise candidates losing interest & dropping out?

Rebuild your franchise sales process - Most processes have too few or the wrong steps to match your prospects timing and decision making.

Become expert at using your franchise sales CRM software - You need to be great at it so you can coach your team and know what's happening.

Read everything you are sending out to prospects from your auto-response to closing letter - These emails & letters have changed over-time and need fixing.