Advanced Issues in Franchise Compliance & Control

In light of the rapidly changing regulatory landscape with respect to how much control franchisors can and should have over their franchise operators, we have a special program on Franchise Compliance & Control. A month ago, the National Labor Relations Board, made a preliminary finding that the franchisor McDondald’s could be consider a joint employer with some of its franchise operators for the purposes of allowing the employees of the…

Why Passionate Franchisors Cannot Sell, Neil Rackham Explains in Two Minutes.

Neil Rackham is one of the best known modern sales leader who combines expert theoretical knowledge with practical intuitions to deliver effective sales-as-a-process tools. Sales-as-a-process dates back to NCR’s founding father, John Henry Patterson. Rackman, the author of Spin Selling, has updated some of Patterson’s original thinking about how to create an effective sales process. One surprising result is that passion won’t produce sales.  Because passionate people aren’t conscious listeners.…