Score and prioritise franchise development leads using financial qualification and market fit criteria.
Marketing & Sales
Franchise Development and Franchisee Sales Support
Learn to build a franchise development pipeline, structure territory and disclosure documentation, and support franchisee sales performance from onboarding through renewal.
🗓️Duration5 training days
📚Content4 modules · 8 sessions
🎓On completionAccredited attendance certificate
About the programme
Course Overview
Franchisors need to grow their network by recruiting qualified franchisees while making sure existing franchisees hit their sales targets, and these two functions are often disconnected, which leads to weak territories and underperforming units. This course brings franchise development and franchisee sales support together as one connected discipline. Participants learn to score and prioritise development leads, prepare disclosure documentation that accurately represents fees and territory rights, and evaluate candidate territories and sites using demographic and competitive data. The course then moves into onboarding, covering sales training design, field support visit structuring, and coaching an underperforming franchisee through a measurable improvement plan. It closes with renewal and succession negotiation, where the franchisor must protect brand standards while retaining committed operators. Teaching uses pipeline scoring exercises, territory mapping workshops, and mock field support visits built around realistic franchise scenarios. By the end, participants can run a franchise development and support function that grows unit count and lifts unit-level sales performance together.
Expected Learning Outcomes
Prepare a franchise disclosure package that accurately represents fees, obligations, and territory rights to candidates.
Evaluate candidate territories and sites using demographic, traffic, and competitive density data.
Design a franchisee onboarding programme covering operations, brand standards, and local sales activation.
Structure a field support visit that reviews sales performance, local marketing execution, and compliance with brand standards.
Coach an underperforming franchisee through a structured improvement plan with measurable sales milestones.
Negotiate franchise renewal or succession terms that protect brand standards while retaining committed operators.
Who Should Attend
Franchise development managers responsible for recruiting new franchisees.
Franchise business consultants providing field support to existing units.
Franchisor operations directors overseeing network growth and performance.
Territory and site selection analysts evaluating new franchise locations.
Franchise sales trainers building onboarding and ongoing coaching programmes.
Legal and compliance staff preparing franchise disclosure documentation.
Course Modules
Select any module to see its sessions and points.
01Franchise Development Pipeline Management
2 sessions · 8 points
Session 1Sourcing and Qualifying Franchise Candidates
- Build a candidate sourcing plan combining referral programmes, discovery events, and digital lead generation.
- Score candidates against financial qualification, operational experience, and cultural fit criteria.
- Structure a discovery day agenda that lets qualified candidates evaluate the brand while the franchisor assesses fit.
- Track pipeline conversion rates from initial enquiry through signed franchise agreement to identify bottlenecks.
Session 2Disclosure Documentation and Agreement Preparation
- Prepare a disclosure package that accurately details fees, ongoing obligations, and territory rights for candidates.
- Coordinate with legal counsel to keep disclosure documents current with franchise regulation changes.
- Explain financial performance representations to candidates in a way that is accurate and not misleading.
- Sequence the disclosure, review, and signing process to meet required waiting periods before agreement execution.
02Territory Evaluation and Site Selection
2 sessions · 8 points
Session 1Mapping and Scoring Candidate Territories
- Analyse demographic, income, and population density data to score the viability of a candidate territory.
- Map existing unit locations against candidate territories to identify cannibalisation risk before approval.
- Assess competitive density within a proposed territory to estimate achievable market share for a new unit.
- Define territory boundaries and exclusivity terms that balance franchisee protection with network growth goals.
Session 2Site Selection and Opening Readiness
- Evaluate candidate sites against traffic count, visibility, accessibility, and lease cost criteria.
- Coordinate build-out timelines and brand standard compliance checks ahead of a new unit's opening date.
- Plan a local pre-opening marketing campaign that builds awareness before a new franchise location launches.
- Set opening readiness criteria covering staffing, inventory, and systems training before a unit trades.
03Franchisee Onboarding and Sales Enablement
2 sessions · 8 points
Session 1Building the Onboarding and Training Programme
- Design an onboarding curriculum covering operations manuals, brand standards, and point-of-sale systems training.
- Sequence sales training so new franchisees can run local promotions confidently within their first trading months.
- Provide local marketing playbooks that translate national campaigns into franchisee-executable activities.
- Assign a dedicated field consultant to guide each new franchisee through their first ninety days of trading.
Session 2Field Support Visits and Performance Coaching
- Structure a field support visit checklist covering sales performance, marketing execution, and operational compliance.
- Review a franchisee's local sales data against network benchmarks to identify coaching priorities.
- Deliver constructive coaching conversations that address underperformance without damaging the franchise relationship.
- Document field visit findings and agreed actions in a shared tracking system for follow-up accountability.
04Performance Management, Renewal, and Succession
2 sessions · 8 points
Session 1Managing Underperformance and Improvement Plans
- Design a structured improvement plan with measurable sales milestones for an underperforming franchisee.
- Determine when additional training, local marketing support, or territory adjustment is the appropriate remedy.
- Escalate persistent underperformance through defined contractual steps while preserving a fair process.
- Track improvement plan outcomes across the network to refine standard support interventions.
Session 2Renewal, Transfer, and Succession Negotiation
- Assess a franchisee's compliance and performance history ahead of a renewal decision and negotiation.
- Negotiate renewal terms that reflect updated brand standards, fees, and territory conditions.
- Manage franchisee transfer or resale processes, vetting incoming operators against the same qualification standards.
- Plan succession conversations with long-standing franchisees to protect continuity of brand standards and local trade.
What the participant receives
4 course modules
A structured syllabus
8 training sessions
across 5 days
32 detailed points
Applied, detailed content
Accredited attendance certificate
On completing the programme
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