Month: February 2013

Structuring corporate partnership departments to serve and sell

by Tyler Epp – February 2013 Service or new sales first? Every franchise experiencing a significant internal leadership change or external threat like the recent recession sees an immediate focus on new revenue. Understandably, new corporate partners are often expected in order to reconcile revenue projections made during the sales process of a franchise or…Continue Reading Structuring corporate partnership departments to serve and sell

Part 2: How to interview with the pros

by Jeannette Salas – February 2013 We covered how to get the interview here. Now you’ve made it to the face-to-face (virtual) interviews. What do you need to do be prepared? Preparation Research. Thoroughly research the organization prior to interview. How is the team marketing and advertising? How are they involved in the community? Who…Continue Reading Part 2: How to interview with the pros

Part 2: Managing the next generation of sellers

by Murray Cohn – February 2013 Last month we began our discussion on how to manage the new generation (Gen-Y) of sellers. We now turn to some specific ideas I’ve gathered from managers on how they help motivate their young salespeople. Maybe offering the double-donut burger (above) as an incentive might work. Well, thankfully we…Continue Reading Part 2: Managing the next generation of sellers