Steve White said he’s driven more change and growth through field support than through any other means, and at emergency restoration service franchise PuroClean it’s especially important to the success of national accounts.
“Determine what your field support staff-to-franchisee ratio is and then make a plan and budget to build out your support team,” said White, president and COO, who offered advice for this month’s Living Large topic.
In addition to educating the field support team on how to analyze the financials, which White said is the most important skill, he noted success for field reps means focusing on their relationships with franchisees. “Great relationships lead to more meaningful change and greater value from your field support team. Make sure your field support team stays in close communication with each contact they are assigned to oversee. At PuroClean that means monthly as a minimum,” White said. “The better your relationship with franchisees is, the more honest and direct they will be with you.”
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