There’s only one reason not to sell and that’s because you’ve closed your doors. - By Harvey H. H. Homsey
IFA:
How do franchisees and franchisors spend their day? How many times a day do they connect with prospects or clients? Percentage-wise, how much of their time is spent selling? Whether the franchisee or the franchisor, if they haven’t sold something at the end of the day, then tomorrow is going to cost them money. If franchise companies live by the 80/20 rule, where 80 percent of the business comes from 20 percent of its clients, then the 80/20 rule should also apply to sales. That means that franchises need to be selling 80 percent of the time and performing administrative functions only 20 percent of the time.
As franchisees or franchisors, it’s great to have a brand and a system. Express Employment Professionals has effective processes, systems and policies in place. But if no one is selling, all that exists are great processes, systems, and policies in a company procedures manual sitting on a shelf collecting dust.
Yes, a company can follow a system all day long, but if the system doesn’t include selling 80 percent of the time, then there’s no reason to follow any system, except for the system that leads to the “road to closing the business’s front door.” Franchised businesses need to have a simple plan to succeed that defines why they are in business, how to hire the right salespeople and keep them accountable and how to avoid sales reluctance so they can just go sell. Define Why You Are in Business… continue reading.
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