“A company – and a region or territory – has a lifecycle that apes a humans,” says Jim Sullivan in Multi-Unit Management. “Infant, youth, adult, middle age, maturity. Each stage of this growth curve brings with it different leadership, knowledge and resource needs based on a company’s maturity and growth stage.” Leadership is therefore situational, and like a player coach, the Franchise Business Coach (FBC) needs to have different playbooks for different situations. In the tips that follow, we will go through 7 experienced-based tips on setting franchise goals from leaders in our franchising community.
1. Think Big When Setting Franchise Goals
According to Harvard Business Review, “High goals generate greater effort than low goals, and the highest or most difficult goals produce the greatest levels of effort and performance.” According to Edwin A. Locke and Gary P. Latham, two of the best known academic researchers on goal setting, difficult, goals produce the highest levels of effort and performance.
2 Work Backwards From Your Goal
Visualization is a powerful tool in goal-setting. Imagine the world two years from now, where the goal is achieved. What steps would you need to get there? Some people see success as busy-ness, but so many FBCs are going 100 MPH in every direction. Sure, they look busy, but at the end of the day, they are not getting things done and worse, their regions are going nowhere, fast. Work smart and not hard. Figure out the end-game and determine the best path to get there.
3. Understand Your Franchisee’s Ecosystem
Are you an “environmentalist”? Context is key to help your franchisees in their goals. “To consistently be a goal getter, multi-unit managers should always consider how a policy or procedural change brought about by new policies, technology, competition, marketing, diversity and in-store leadership (or lack of it) will affect the internal “eco-systems” of each store,” says Sullivan. “An ‘environmentalist’ MUM clearly understands the unique inter-connectedness of people and processes at each store they supervise and how modifying one facet of its eco-system (equipment, training, talent, policy, procedure or resources) might positively or adversely affect other facets of operations.”
4. Hit Financial Targets by Conveying the Big Picture
Set your franchisees up for success by sharing the “why” behind the “what.” A real leader will help build their replacement, instead of trying to make themselves one-of-a-kind. Teaching others will create a culture of excellence and continuous improvement across the organization.
5. No Chipped Paint, All the Horses Jump
As Walt Disney developed his theme parks, he wanted to create a magical experience for people that came to the park, after a disappointing experience on a carousel with his own family with broken down horses and some of them frozen on the spot. “It is said he had a hand-painted sign over his desk that read ‘No Chipped Paint. All the Horses Jump.'” says Sullivan. “The little things mean a lot, don’t compromise your standards, know your non-negotiables, and never underestimate the importance of the mundane.”
6. Embrace Change
Changing with the times is a the hallmark of a FBC who goes for the goal. In this age of digital disruption, and “retailocalypse”, accepting and embracing the new is key.
7. Live Your Passion
According to Sullivan, “the most powerful weapon on earth is the human soul on fire.” Customers want to patronize inspired companies, with leaders that “light the way with a blowtorch, bringing energy and fun to the experience.” Employees want to find meaning in their day-to-day. If that is not you, your customers and employees may find somewhere else to go that lights up their motivation.
The best way to help your franchisees reach their goals is to measure performance along the way. Take a look at FranchiseBlast’s leading performance tools to grow your franchisees and make a positive difference in your system.