In our globally competitive marketplace, franchisors are in a fierce battle for unit share and simply can’t afford to execute at a level that is equal to or worse than their competitors. Yet, many franchise leaders continue to face execution challenges that is related to not knowing precisely where a sales candidate is in the sales funnel, how long they have been stuck in that stage, and how to move them forward. I see franchisors with foundational issues in which they are unaware that sales directors are failing to return phone calls on a timely basis – there is a lack of relevant content to send as part of a campaign based on the stage of the sales process they are in, and an inattention to properly qualifying candidates and improving response rates.
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FranConnection’16: Creating a Killer Sales Process and Leveraging It Through Your FranConnect Franchise Sales System Tools
Creating successful unit growth, value and profitable franchisees – it’s the Holy Grail for franchisors. And to get there, first and foremost, we need to succeed in delivering a successful franchise sales program. Yet, more often than not, we see franchisors faced with the challenges of generating and following up with qualified leads, and when franchisors fail to sell (or sell to the wrong people!) the franchise system can fail. In fact, as President and Chief Development Officer of Franchise Dynamics, the leading provider of outsourced franchise development solutions, one of the biggest problem areas we see in franchising is not just about selling units, but rather, selling to the right people.