Building Compensation Packages for Sales Pros: Franchisors Need to Understand Their Salespeople and What is Required to Keep Them Producing at Their Maximum Potential (Fw Focus: Management & Operations‪)‬

Franchising is first and foremost a business about people. Whatever the concept, the entire franchising business model revolves around successful relationships. Most franchising professionals will agree that the health and success of any system is directly related to the quality of the franchisees. If a franchise company is seeking the best franchisees to profitably grow its system, then it needs the best people on the front line awarding agreements. The franchise sales team is the gatekeeper to the next generation of franchisees that will either take the franchise organization to the next level or inadvertently devise its exit strategy. Franchisors who can identify top performers, keep them motivated, support them properly and, of course, compensate them appropriately will always outperform the pack, especially in today's highly-competitive marketplace. Who are the Top Performers?