franx when is it time to change your franchise sales team

In this episode of FranX, Mainland* CEO Nick Powills and franchise lawyer Charles N. Internicola discuss when to draw a line and hire a new sales team.

Often, a brand’s first instinct is to blame salespeople for not selling enough franchises. But it’s important to first assess other factors at play. Were the sales goals realistic? Is the brand’s business model as sound as it should be? Are franchisees making money and validating? Are costs out of line?

Ultimately, a salesperson cannot put lipstick on a pig. If they don’t have the autonomy to help guide your business, you can’t blame them for everything. Evaluate KPIs and look at the data - but then look at the overall state of the business before making any major decisions.