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Sales Performance Improvement Getting Results through a Franchise Sales Organization
John Swinney, Performance Consultant, and Bruce Couch, Sales reading Specialist Bandag, Incorporated

The Situation
A key variable in the gross sales effect of a small manufacturing play along
resides in the performance of sales representatives working for main(a) franchised dealerships. Compounding the problem was the fact that the company had no direct control all over their efforts or over the management of this group. Skill and knowledge was a key disclose of the solution, but any intervention would have to be funded by the franchisee and would require a clear WIIFM for the franchise in recount to have any chance of success. Factors contributing to low performance: 8 8 8 8 Unclear expectations between franchises regarding role of the salesperson. No consistent, replicable sales process. Significant variation in levels of skill and knowledge. Sales reps were comfortable in the role of enounce taker. 8 Management and follow-up varied from franchise to franchise.

Interventions: nearly visible output -- 4-day performance-based sales training
program. Just as scathing were: A comprehensive implementation and follow-up system. Ø A sales improvement plan completed with the supervisor prior 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 Process
PRE TRAINING
VP Sales
1. Set Expectations for ASR/FSR maintain requirements

DURING TRAINING
Two weeks prior to scheduled workshop 15. Notice of accomplishment received by ASR and FSR

Bandag Field Sales

2. Expectations received

9. ASR help call -- pre-work monitor lizard and offer to assist

A

Dealer/ Sales Manager

3. CSR(s) enrolled in course

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