If franchisors want to be effective, their sales teams need to reflect the demographics of those they sell to. At the very least, they better naturally gravitate to and know how to relate to others outside their Caucasian background if they want to plug into a larger slice of new prospective customers.
I saw this phenomenon as my friend and I walked around the West Coast Franchise Expo. As 40-something year-old males, both of us are executives and quite similar, except my friend is white and I am of Chinese descent. Franchise development managers stared at my friend from the right while dozens of others stared from the left. As my friend was pulled to the side by numerous salespersons, one managed to engage me in discussion but then after a short while spoke more with my friend. I guess I'm a little harder to read. The two of us joked about it afterwards.
Contrary to impressions from the photo above, this shot is not taken in Idaho. White salespersons are selling to caucasion attendees on an aisle at the Expo in Southern California. Whites here weren't nearly as numerous as the ocean of minorities who walked by.
I’m a businessman with conservative Asian values. I don’t like to rock the boat and I certainly am not a diversity activist. Assuming there were roughly 200 exhibitions, and each booth had two staff, of the 400 odd franchising staff, there were some women at the booths, a Latino or two and a few blacks.