This article covers the pages franchise development managers use to set up and run Franchise Sales: the setup wizard, Settings, Goals, Dashboard, Reports and FDD Compliance. Franchise Sales is the org-level +CRM/Franchise Sales add-on ($799/mo). Without it, these pages show Requires the +CRM/Franchise Sales add-on.
Open the workspace menu at the top of the sidebar and pick your org under Franchise Sales; you land on the Dashboard. Goals is under Growth, FDD Compliance under Compliance & docs, and Reports and Settings under Insights & setup. For the pipeline board, see Using the Franchise Sales CRM.
Running the setup wizard
Org owners and admins see a Complete your CRM setup card on the Dashboard. Click Open setup wizard. (If you hide the card, use Finish setting up your CRM on the Settings page instead.)
The wizard has five Essential steps: Add a custom field, Create a nurture sequence, Set up a meeting type, Add a validator and Create a workflow. Each one has the same form as its full page. Three Recommended steps link out to other pages: Confirm your lead routing, Add the lead form to your website and Track state registrations. Every step can be skipped with Skip this step, and you can click any step to jump to it. Once the five essential steps are done you'll see CRM setup is complete. Other members see a note that setup is for owners and admins.
Configuring Settings
Everyone can view Settings, but only owners and admins can change it.
- Pipeline stages: the columns on your board. Drag to reorder, click Edit to rename, or add a stage with Add stage.
- Lead scoring rules: guidance for your team only. Reps set Hot, Warm, Cold or Dead by hand; nothing scores leads from these rules.
- Lead sources & SLA timers: for each source, turn it on or off, set a Response SLA (15 minutes, 1 hour, 4 hours or 1 day) and pick an Auto-enroll sequence for new web leads from that source.
- Lead routing: Default routing can be Round-robin (even split), Weighted (by capacity), By routing zone (area a rep covers) or Manual assignment only. The same card has switches for SLA breach alerts (emails the rep when a lead passes its SLA with no logged contact, then escalates to owners and admins), Auto-reassign stale and Notify rep on assignment.
- Rep capacity & weighting: per-rep weight, a cap on active leads, and out-of-office dates.
Click Save settings after changing routing or SLA options.
Setting team goals
Goals & Leaderboard has four tabs:
- My goals: Today's targets (Outbound calls, Emails sent, Meetings held, Activities (any)), Month-to-date (New leads added, Stage progressions, FDDs delivered, Awarded franchisees) and your Activity streak. Until your team logs activity, example numbers appear, labelled "Illustrative scenario".
- Team leaderboard: this week's standings by activity score.
- My closed deals: shops from prospects you closed, with revenue, royalty status and health.
- Quotas: owners and admins set the team targets and an Activity streak bonus, then click Save targets. Targets are org-wide, the same for every rep.
Reading the Dashboard and Reports
The Dashboard is a read-only overview: Active prospects, Hot leads, Pipeline value and Awarded, plus a Pipeline funnel, Lead sources, Recent activity, Tasks due and a Going cold list of prospects untouched for 7+ days. Use Today's actions for your work queue.
Reports shows Pipeline forecast (weighted, with the unweighted total underneath), Overall conversion, Active reps and Awarded YTD, then Conversion funnel, Stage velocity, Lead source attribution, Rep leaderboard and Broker performance. Each section has an Export CSV button. Broker performance only counts prospects linked to a broker on your roster.
Using FDD Compliance
The FDD Compliance page has three tabs:
- Audit log: a live record of FDD deliveries, document signings and flagged modifications, each marked Compliant, Watch or Violation, with Violations, Warnings and Audit trail entries counts and Export CSV. This tab and Download compliance package PDF also need the +HQ add-on. If you can only see your own prospects, a banner says the counts aren't org-wide.
- State registrations: a row for every state plus DC where you record status (Not registered, Application pending, Active, Expired, Renewal pending), filed, expiration and renewal dates, and notes. Nothing is pre-filled, because SalesThumb doesn't know which states require registration. Dates past due are marked overdue, and filings due within 60 days are marked due soon. Editing needs the Manage franchise agreements permission.
- FDD versions: click New document to record an FDD and its first version as a draft, add versions with New version, and Publish one to make it active. Publishing retires the previously active version.
Frequently asked questions
Q: Do the lead scoring rules in Settings rate my leads automatically?
A: No. They're guidance for your team. Reps set ratings by hand. The one automatic rating is on the public lead form, which rates a new lead from the budget range they pick.
Q: Are goals set per rep?
A: No. The Quotas tab sets one set of daily and monthly targets for the whole team.
Q: Why can't I see the Audit log on FDD Compliance?
A: That tab, and the compliance package PDF, also require the +HQ add-on. The State registrations and FDD versions tabs only need +CRM/Franchise Sales.
Q: Does SalesThumb know which states require franchise registration?
A: No. The State registrations tab is a tracker. Enter what you've confirmed with franchise counsel; the due-soon and overdue flags come only from the dates you enter.
Q: Why don't I see the setup wizard?
A: The wizard and its Dashboard card are for org owners and admins. The card also disappears once the five essential steps are done or if you hide it; Settings keeps a Finish setting up your CRM link while setup is incomplete.