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Sales Management

A series featuring highlights from the 2017 Annual Franchise Development Report (AFDR) continues with a look at recruitment spending: where the digital money goes, by category.
  • By Eddy Goldberg
  • 1,814
Phoning, emailing, and frantically setting up meetings to goose your year-end sales numbers? Whoa! Slow down, take a deep breath, step off the hamster wheel, and learn to balance your life, says franchise sales pro Steve Olson.
  • By Steve Olson
  • 1,105
Is your franchise development presentation full of holes? Jim Bender, who reviews them for a living, challenges you to "read it like you bought it."
  • By Jim Bender
  • 972
7 tips to increase your franchise sales, find the best candidates for your brand, and improve the performance of your sales team.
  • By Steve Olson
  • 1,908
If you've been around the sales and marketing world for any number of years you know the concept of an "Aha!" moment.
  • By Jim Bender
  • 1,017
Let's start with what's an Acai berry. Looking like a cross between a grape and a blueberry, the açaí (ah-sigh-EE) berry is a small, reddish-purple fruit harvested from palm trees that grow around the Amazon River Basin.
  • By Eddy Goldberg
  • 1,514
Most initial calls with candidates are 90 percent brand overview and 10 percent qualifying - and that is just wrong. Learn how to turn that around
  • By Jim Bender
  • 1,338
At Marco's Pizza, validation is the key to franchise development. Here's how they do it!
  • By Kerry Pipes
  • 1,668
Is your franchise development team plugged into what's happening in all your other departments? They should be, if you want to increase sales.
  • By Jim Bender
  • 1,455
Integrating technology into the sales process at Chem-Dry from Doug Smith, vice president of franchise development.
  • By Kerry Pipes
  • 2,144
Summertime blues got you - and your sales team--down? Here are 7 tips to beat the doldrums and re-energize your team.
  • By Eliot Burdett
  • 2,045
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Open a Gloria Jean's Coffees Franchise
Gloria Jean's is known for its range of boldly flavored coffees and signature beverages. For nearly four decades, we have continued to innovate and have advanced our never ending quest to provide the highest quality coffee, most tempting flavors...
Impress your candidates with your brand's marketing expertise - and step out in front of the competition!
  • By Jim Bender
  • 2,025
2015 AFDR highlights: Overall closing ratios (leads to sales and applications to sales) of nearly 150 brands showed improvement over previous years.
  • By Eddy Goldberg
  • 1,646
Miracle Method President Chuck Pistor takes a look at what will help and hurt franchise sales and system growth in 2015.
  • By Chuck Pistor
  • 3,961
We asked Jason Mattes, chief development officer at Fierce Brands (franchisor of Retro Fitness and Let's Yo! Yogurt), what he looks for in a salesperson, and what the critical elements are in building a great sales and development team.
  • By Kerry Pipes
  • 2,108
Whether it was the Gulf War, dot.com bomb, Katrina, or Great Recession, veteran brands know that change is constant, and that long-term growth is the ability to re-evaluate, adapt, and tackle economic storms.
  • By Steve Olson
  • 2,018
We asked Larry Flaherty, director of franchise development at Pet Supplies Plus, what he looks for in a salesperson, and what the critical elements are in building a great sales and development team. Here's what he had to say.
  • By Kerry Pipes
  • 1,277
In 1984, I met Fred DeLuca, co-founder of Subway, then a 19-year-old retail chain with approximately 300 stores. Many of us would be happy with such development success.
  • By Steve Olson
  • 2,649
This is the final installment in a 6-part series about why new and emerging franchise brands fail. In the first two parts, we discussed 8 reasons they fail.
  • By Joe Mathews and Thomas Scott
  • 1,354
This is part 5 of a 6-part series on why new and emerging franchise brands fail. In the first two parts, we discussed 8 reasons they fail. Part 3 began our discussion on how franchisors can get it right.
  • By Joe Mathews and Thomas Scott
  • 1,684
In previous issues of this newsletter, we've covered many components and aspects of The Six Steps to Selling Success from Steve Olson's best-selling book "Grow to Greatness," a guide to building and sustaining a successful franchise brand.
  • By Steve Olson
  • 3,392
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Twelve weeks is the average length of time in awarding a franchise, according to franchise companies surveyed in Franchise Update's Annual Franchise Development Report.
  • By Steve Olson
  • 1,765
Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
  • By Steve Olson
  • 1,634
Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
  • By Steve Olson
  • 1,517
This is part of an ongoing series about making the most of your Discovery Day presentations.
  • By Steve Olson
  • 1,830
We asked Van J. Ingram, Vice President for Franchise Development at Taco John's International, how his company is using technology to identify, reach, and track prospects. Here's what he had to say.
  • By Kerry Pipes
  • 1,384
The Internet portals continue to be one of the most successful inquiry generators for franchise sales. Like all of our businesses, the portals have gone through a transformation and are making many positive changes so they can continue to provide us with good inquiries.
  • By Marc Kiekenapp
  • 2,127
Companies schedule Discovery Days in different ways: once a month, once a week, or anytime a candidate can make it! As your system grows, you'll be forced to schedule more frequent and specific dates so you don't overtax your home office resources.
  • By Steve Olson
  • 1,424
Discovery Day is show time! Whether you have one franchise or a thousand, this special event propels your sales process to a crescendo.
  • By Steve Olsen
  • 1,425
We asked James R. Walker, Chief Development Officer at The Johnny Rockets Group, how his company is using technology to identify, reach, and track prospects. Here's what he had to say.
  • By Kerry Pipes
  • 2,101
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