New Research Identifies Key Performance Markers Required for Franchise Recruitment
SAN DIEGO, CA, Feb 15, 2015 – Ground-breaking research delineating the attributes of top performing franchise development professionals is now available to franchisors seeking better training and hiring tools for recruiting franchisees.
Conducted by Olson & Associates and Zoracle Profiles, an initial white paper summarizes the preliminary results of a six-month study of the best and brightest franchise sales performers. “The meta-analysis approach of this study provides insights no singular profile, survey, algorithm or assessment can, and will likely change the way in which franchisors hire and train franchise sales professionals,” according to co-author Rebecca Monet.
Collectively, the participating sales professionals have recruited more than 15,800 individual franchisees that have purchased single, multiple and/or area development units; they earn between $187,000 and $320,000 in annual income; with 58% of the group making over $360,000 in annual income.
This first in-depth study addresses critical factors affecting franchise sales performance including each sales person’s skill sets, values and sales style in comparison to the brands’ growth stage, culture and franchise sector they represent; whether food, retail non-food or service businesses.
“One of the biggest challenges franchisors face is spending time and money developing a franchise sales person that isn’t a good fit and/or is a sub-par performer,” says Steve Olson, CFE and author of Grow the Greatness: How to Build a World Class Franchise System. “We believe this information is an added development tool that will prove a game changer in best practices for managing franchise development.”
Participating franchise sales professionals took Zoracle’s SpotOn!® 9-module assessment. Data collected revealed performance correlations and deviation which initially seemed counter-intuitive.
Yet, upon closer examination, the results quantified what other singular studies have missed. Olson concludes, “It’s not surprising for Zoracle expert Rebecca Monet to draw uncanny performance correlations in part due to her Tesla-like thinking.”
Among other insights, the research demonstrates that successful sales professionals possess the ability to accurately identify key social networks and influencers, develop key power relationships and more readily persuade them to take the action. The findings also substantiate that top performing sales professionals are not necessarily politically correct or even sensitive to others. However, it’s evident they excel at managing relationship and themselves, scoring 17.1% higher than even top performing franchisees.
Monet adds, “Success leaves clues. Our job was to uncover ways in which franchisors and franchise sales professionals could enhance their performance by quantifying those factors which lead to success.”
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Free Report of Findings Now Available
A free summary report of the Franchise Sales Masters Study is available. Contact us here and provide your company name in order to receive the report.