Three Franchise Sales pages help franchisors run unit sales: the Playbook, FDD Compliance and Territory Pipeline. They're part of the + CRM/Franchise Sales add-on. Find them in the Franchise Sales sidebar: Playbook is under Growth, and FDD Compliance and Territory Pipeline are under Compliance & docs. For the pipeline itself, see Using the Franchise Sales CRM.
Sales Playbook
The playbook lays out your franchise sales steps with targets for each. It starts with four steps: Initial Call, Qualify, Discovery Day and Award.
Each step shows:
- Target: how many days a prospect should spend in the step.
- Target conv: the conversion rate you're aiming for.
- Actual: the rate your reps are hitting, and how far it is above or below target.
- Prospects in step and how many advanced.
A summary row at the top shows each step's actual rate against its target, in green when you're on target and amber when you're below.
The actual rate is approximate. Steps are matched to your pipeline stages by position, not by an exact mapping, so read it as a coaching signal rather than an exact number.
To edit a step, click Edit. You can change the Step title, Target days in step, Target conversion % and the Body, where you write how reps should run the step: tactics, scripts and gotchas. Only org owners and admins can edit.
FDD Compliance
This page keeps a live audit log of FDD deliveries, signings and flagged changes. Tiles at the top count Violations, Warnings and Audit trail entries. It has three tabs.
Audit log. Each event is marked Compliant, Watch or Violation. Click Export CSV to download it. This tab also needs the + HQ add-on. If you can only see your own prospects, a note says the counts aren't for the whole organization.
State registrations. A row for each state and DC, where you record the Status (Not registered, Application pending, Active, Expired or Renewal pending), Filed date, Expires date, Renewal due date and notes. States with dates coming up are marked due soon, and past ones overdue. SalesThumb doesn't know which states require registration or when filings are due. Nothing is filled in for you, so enter what you've confirmed with franchise counsel. By default, org owners and admins can use this tab.
FDD versions. Keep each version of your FDD here. Click New document to add one with a title, states covered, a version label and the content. It starts as a draft. Open a document to see its version history, add a New version, or Publish one. Publishing makes that version active and retires the one before it, and it can't be undone by unpublishing. Only org owners and admins can create and publish versions.
If your organization also has the + HQ add-on, a Download compliance package PDF button bundles the audit trail, state registrations and agreement history into one document for counsel.
Territory Pipeline
This page shows where you've awarded franchises, where you're selling and what's open, state by state. It's read-only. Territories themselves are created and managed in HQ. Click Manage territories to go there.
Tiles at the top show Awarded, Protected markets (states with 3 or more awarded), Reserved holds, Active pipeline, Open territory and States covered.
The US territory map colors each state by status. Click a state to filter the table below it, and click Clear state filter to go back. The All states table shows each state's status (Protected, Awarded, Pipeline or Open), its territories, awarded and reserved counts, active prospects and hot leads.
Alerts at the top tell you when reservation holds have expired or deposits are awaiting receipt. Click one to handle it in HQ.
Prospect counts come from what each prospect entered as their territory of interest, so treat them as pipeline context.
Frequently asked questions
Q: What do I need to use these pages?
A: The + CRM/Franchise Sales add-on. The compliance Audit log tab, the compliance package PDF and managing territories also need the + HQ add-on.
Q: Why is the playbook's actual conversion rate marked approximate?
A: Steps are matched to your pipeline stages by position, not by an exact mapping. Use it as a coaching signal.
Q: Does SalesThumb tell me which states require franchise registration?
A: No. The State registrations tab is a tracker only. Enter what you've confirmed with franchise counsel.
Q: Can I create or award territories from the Territory Pipeline page?
A: No. It's a read-only summary. Click Manage territories to create, reserve or award them in HQ.