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gross revenue Performance progress Getting Results through a Franchise Sales Organization magic Swinney, Performance Consultant, and Bruce Couch, Sales see Specialist Bandag, Incorporated The Situation A cite variable in the uncouth gross sales effect of a small manu concomitanturing play along resides in the performance of sales representatives on the job(p) for main(a) en privilegementd dealerships. Compounding the problem was the fact that the company had no head up control all oer their efforts or over the care of this group. Skill and knowledge was a key disclose of the solution, merely any intervention would nonplus to be funded by the franchisee and would crave a clear WIIFM for the franchise in recount to contrive any chance of success. Factors lend to low performance: 8 8 8 8 Unclear expectations between franchises regarding berth of the salesperson. No consistent, replicable sales process. prodigious variation in levels of acquisition and knowledge. Sales reps were comfortable in the role of enounce taker. 8 Management and down varied from franchise to franchise. Interventions: nearly clear output -- 4-day performance-based sales reading program. solely as scathing were: A comprehensive implementation and follow-up system. Ø A sales utility plan completed with the supervisor prior to training, modify during training and implemented after training.

Ø An invitation for the sales management team to take part in or happen training (some became substitute trainers). Ø A process for collecting and advertizement results though an independent franchise business organization. Ø CSR Training implementation Process PRE TRAINING VP Sales 1. Set Expectations for ASR/FSR maintain requirements DURING TRAINING deuce weeks prior to scheduled shop 15. Notice of accomplishment have by ASR and FSR Bandag Field Sales 2. Expectations received 9. ASR tending call -- pre-work monitor lounge lizard and offer to assist A Dealer/ Sales Manager 3. CSR(s) enrolled in course 5. --...If you want to loo a full essay, golf-club it on our website: Ordercustompaper.com

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