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gross revenue Performance Improvement Getting Results through a Franchise Sales Organization John Swinney, Performance Consultant, and Bruce Couch, Sales reading Specialist Bandag, Incorporated The Situation A recognise variable in the gross sales effect of a small manufacturing play along resides in the doing of sales representatives working for main(a) franchised dealerships. Compounding the problem was the fact that the company had no direct control all everyplace their efforts or over the perplexity of this group. Skill and knowledge was a key founder of the solution, but any intervention would have to be funded by the franchisee and would require a clear WIIFM for the franchise in secern to have any chance of success. Factors contributing to low performance: 8 8 8 8 Unclear expectations amid franchises regarding role of the salesperson. No consistent, replicable sales process. Significant variation in levels of skill and knowledge. Sales reps were comfor table in the role of vocalise taker. 8 Management and follow-up varied from franchise to franchise. Interventions: intimately visible output -- 4-day performance-based sales teach program. Just as scathing were: A comprehensive implementation and follow-up system. Ø A sales improvement plan completed with the supervisor front to training, modify during training and implemented after training.

Ø An invitation for the sales management team to participate in or observe training (some became substitute trainers). Ø A process for collecting and publicizing results though an independent franchise business organization. Ø CSR Training Implementation go PRE TRAINING ! VP Sales 1. Set Expectations for ASR/FSR maintain requirements DURING TRAINING two weeks prior to scheduled workshop 15. Notice of accomplishment authoritative by ASR and FSR Bandag Field Sales 2. Expectations received 9. ASR help bring up -- pre-work monitor lizard and offer to assist A head/ Sales Manager 3. CSR(s) enrolled in course 5. --...If you want to conjure up a full essay, order it on our website: BestEssayCheap.com

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