Franchise Sales
The franchise recruitment process is not just about closing the deal. It's about finding the right fit for both candidate and brand. Learn how to move your franchise prospects and candidates through your sales process to determine if there’s a match. To achieve this, you'll need the right team. Find out how to evaluate your franchise sales and development team, and best practices for pay, incentives, and commissions to attract and retain top sales talent and meet your development goals.
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December 30th, 2025
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A series featuring highlights from the 2017 Annual Franchise Development Report (AFDR) begins with a look at recruitment budgets.
- Eddy Goldberg
- 4,846 Reads
The fast casual space is one that continuously evolves to meet consumer demands. From restaurant design to ordering methods and digital advancements both in-store and online, brands are continually undergoing changes to keep their dynamic guest base happy... and full.
- Christine Specht
- 7,541 Reads 1 Shares
Giving back to the communities you serve builds customer engagement, brand reputation, and contributes to system growth and franchise development. Three franchise CEOs tell how they do it.
- Steve Olson
- 6,993 Reads
Franchise recruitment has changed, but has your sales process? These tips from 10 franchise sales pros show how to adapt to today's prospects.
- 5,634 Reads 2 Shares
Good data is a competitive advantage in today's marketplace. Jim DiRugeris, Goddard Systems' VP of franchise development, tells how his brand is incorporating data into its franchise recruitment process.
- Jim DiRugeris
- 6,747 Reads 17 Shares
So many good things are happening so quickly in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News!" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 5,466 Reads
7 tips to increase your franchise sales, find the best candidates for your brand, and improve the performance of your sales team.
- Steve Olson
- 5,636 Reads
Attracting and validating candidates through social media continues to grow in importance. Here's how Red Boswell, SVP of franchising and business development at Expense Reduction Analysts, manages it.
- Red Boswell
- 4,422 Reads
How do you connect with your ideal candidates in a fragmented world? What media are best for reaching your target franchisees? How often should you communicate with them? Learn how Tropical Smoothie Café does it!
- Kerry Pipes
- 3,845 Reads 8 Shares
How do you connect with your ideal candidates? What media is best for reaching your target franchisees? And how often should you communicate with them? Learn how Fastsigns does it!
- Kerry Pipes
- 4,494 Reads 21 Shares
Attracting and validating candidates through social media continues to grow in importance. Here's how Alex Samios, Dogtopia's director of franchising, manages it.
- Franchise Update
- 5,204 Reads
At Bar Louie, Jill Szymanski draws on her experience at Burger King and Applebee's to build, train, and retain a great sales and development team.
- Kerry Pipes
- 4,237 Reads
So many good things are happening in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 9,860 Reads
At Marco's Pizza, validation is the key to franchise development. Here's how they do it!
- Kerry Pipes
- 4,724 Reads 1 Shares
So many good things are happening in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- By Eddy Goldberg
- 6,205 Reads 1,014 Shares
Strong validations are a big part of a successful recruitment strategy at Painting with a Twist.
- Kerry Pipes
- 4,485 Reads
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" – our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 5,499 Reads 1 Shares
Integrating technology into the sales process at Chem-Dry from Doug Smith, vice president of franchise development.
- Kerry Pipes
- 4,904 Reads
3 tips on integrating technology into your sales process from Tim Courtney, vice president of franchise development at CruiseOne.
- Kerry Pipes
- 4,380 Reads
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" - our monthly roundup of franchise growth, finance, emerging concepts, and other positive news from franchisors large, medium, and small.
- Eddy Goldberg
- 8,816 Reads 7 Shares
2015 AFDR highlights: Franchisors set annual sales goals. Learn what the brands that exceeded their goals last year did right.
- Eddy Goldberg
- 3,732 Reads
2015 AFDR highlights: Website mystery shopping of nearly 150 brands reveals most franchisors have a long way to go to excellence; social channel usage still lacking.
- Eddy Goldberg
- 4,736 Reads 34 Shares
2015 AFDR highlights: Responses by franchisors to qualified mystery shoppers who submitted inquiries through their websites reveal that much room for improvement remains.
- Eddy Goldberg
- 3,405 Reads
2015 AFDR highlights: Measuring cost per lead and per sale. How well are you tracking these critical metrics?
- Eddy Goldberg
- 4,517 Reads 60 Shares
5 ways to build your franchise sales team to match your stage of growth
- Steve Olson
- 4,336 Reads 18 Shares
2015 AFDR highlights: Multi-unit franchisees' favorite places to find new brands.
- Eddy Goldberg
- 3,938 Reads 40 Shares
Top 10 trends in franchise lead generation, from the Franchise Performance Group, points the way to increased franchise sales in 2015.
- Thomas Scott and Joe Mathews
- 13,136 Reads
Part 5, the final installment of this serialized e-book by Joe Mathews on how to create a buyer-centric franchise sales process, examines deal pacing and managing emotional engagement.
- Joe Mathews
- 4,962 Reads
Effective closing skills are critical in the franchise sales process. Learn how to develop them in yourself - and your team.
- Steve Olson
- 4,574 Reads 4 Shares
Last issue we discussed the first of the three key selling skills involved in effectively selling new franchises--and how they apply in good economies and bad.
- Steve Olson
- 4,726 Reads 2 Shares
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