Franchise Sales Training

Franchise Sales Training

The most significant piece of any franchise sales training program is a durable operations manual. While the operations manual acts as the franchisee’s textbook during training, its most important function is to serve as your quality control mechanism. And since its table of contents is typically included in a uniform franchise offering document, the creation of the operations manual is generally one of the first and most vital steps in the development of your new franchise program.

We typically write the operations manual as if the franchisee has absolutely no experience in the industry and no prior skills. This is because the operations manual acts as an extension of the franchise agreement and, therefore, is a legally binding compliance tool that must incorporate all the standards you will require of each franchisee. We make sure every single step in the development of a new business is documented, starting with the most basic: finding a site, opening a bank account, obtaining a tax identification number and even implementing good business practices in general.

While most franchisors provide extensive training to new franchisees, many fail to ensure that franchisees and their managers receive ongoing and refresher sales training course. New managers and employees of the franchisee need to be properly trained as they are hired. As a result, in some systems, franchisees and their managers are often inadequately trained in new policies and procedures regarding system standards, and the franchisor does not have a clear understanding of what training the franchisees are providing to their new employees.

To minimize the erosion of system standards over time through lack of sales training, Sparkleminds as your franchise sales manager, helps you develop an effective sales training program that requires ongoing certification on core competency issues for franchisees and their key staff members. Such a program includes periodic refresher training for these top positions, as well as detailed training for any new products, services or procedures that are introduced over time. In addition, for any key (“certified”) positions within the franchisee’s organization, we establish policies as to how any replacement individuals are to be trained (e.g., when training must be completed, and who will provide it) once they are hired by your franchisee.