Assessor Resource

SIRWSLS002
Analyse and achieve sales targets

Assessment tool

Version 1.0
Issue Date: April 2024


This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.

It applies to frontline sales personnel who are responsible for identifying factors affecting sales performance; reviewing and analysing personal sales outcomes against agreed sales targets; and implementing strategies to attain sales targets.

No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Analyse sales targets.

1.1.Confirm team sales targets with relevant personnel.

1.2.Analyse personal sales targets in relation to agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse customers and performance and determine common factors supporting or deterring sales.

2. Determine factors affecting attainment of sales targets.

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes.

3. Attain sales targets.

3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Report sales progress to relevant personnel.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

analyse at least one set of organisational and personal sales targets

monitor and review sales targets over specified workplace sales period

develop strategies to address under performance with two different customers or two different products

complete one sales report according to organisational requirements.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

sales planning and evaluation

approval processes

internal and external communication

sales processes

aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

work health and safety (WHS)

business plans and targets that affect personal sales targets

types of parameters for personal sales targets

sales territory characteristics and features

different types of business customers and their needs

internal and external factors affecting attainment of business and personal sales targets

strategies to address sales under-performance

features of products and services being sold.

Skills must be demonstrated in a wholesale environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

organisational policies and procedures for sales activities

a business sales system

organisational business plans and objectives.

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Analyse sales targets.

1.1.Confirm team sales targets with relevant personnel.

1.2.Analyse personal sales targets in relation to agreed parameters.

1.3.Regularly monitor progress towards sales targets.

1.4.Analyse customers and performance and determine common factors supporting or deterring sales.

2. Determine factors affecting attainment of sales targets.

2.1.Evaluate factors affecting sales performance against the agreed sales targets.

2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.

2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes.

3. Attain sales targets.

3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel.

3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.

3.3.Report sales progress to relevant personnel.

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

analyse at least one set of organisational and personal sales targets

monitor and review sales targets over specified workplace sales period

develop strategies to address under performance with two different customers or two different products

complete one sales report according to organisational requirements.

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

organisational policies and procedures for:

sales planning and evaluation

approval processes

internal and external communication

sales processes

aspects of legislation that impact sales work:

Australian Consumer Law

commercial law

work health and safety (WHS)

business plans and targets that affect personal sales targets

types of parameters for personal sales targets

sales territory characteristics and features

different types of business customers and their needs

internal and external factors affecting attainment of business and personal sales targets

strategies to address sales under-performance

features of products and services being sold.

Skills must be demonstrated in a wholesale environment. This can be:

an industry workplace

a simulated industry environment.

Assessment must ensure access to:

organisational policies and procedures for sales activities

a business sales system

organisational business plans and objectives.

Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.
Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Confirm team sales targets with relevant personnel. 
Analyse personal sales targets in relation to agreed parameters. 
Regularly monitor progress towards sales targets. 
Analyse customers and performance and determine common factors supporting or deterring sales. 
Evaluate factors affecting sales performance against the agreed sales targets. 
Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge. 
Amend or create new sales targets based on evaluation according to agreed organisational processes. 
Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel. 
Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty. 
Report sales progress to relevant personnel. 

Forms

Assessment Cover Sheet

SIRWSLS002 - Analyse and achieve sales targets
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Assessment Record Sheet

SIRWSLS002 - Analyse and achieve sales targets

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Assessment task 1: [title] Result: Competent Not yet competent

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Overall assessment result: Competent Not yet competent

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