Assessor Resource

SIRXSLS410
Lead a sales representatives team

Assessment tool

Version 1.0
Issue Date: March 2024


This unit applies to senior sales personnel.

This unit describes the performance outcomes, skills and knowledge required to lead a sales team to achieve the business objectives governing sales and service for a defined customer group or territory.

It covers leadership through the management of the team and its resources, while encouraging the modelling of sales and service values and behaviour.

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

Prerequisites

Nil


Employability Skills

This unit contains employability skills.




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.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

models and activates positive behaviours and attitudes in team, leading by example

sets and communicates performance standards, sales targets and individual performance requirements to team members

evaluates and amends leadership style to meet work team, contingency and performance contexts

communicates sales and service targets and plans, and provides feedback on operations and outcomes to relevant personnel according to store policy

manages effective service coverage and sales targets for a customer group or territory.

Context of and specific resources for assessment

Assessment must ensure access to:

a retail work environment

relevant documentation, such as:

policy and procedures manuals

sales and service delivery targets and plans

records of sales and service

legislation and statutory requirements

industry codes of practice

a team.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

observation of the candidate in the workplace

customer feedback

written or verbal questioning to assess knowledge and understanding

review of portfolios of evidence and third-party workplace reports of on-the-job performance.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.


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.

Required skills

communication and interpersonal skills to:

ask questions to identify and confirm requirements

communicate with team, including communicating performance targets

give instructions

motivate team and conduct meetings through clear and direct communication

negotiate with team members and customers

share information

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

leadership skills to:

conduct sales team meetings effectively

model sales and service values and behaviour

plan and organise task completion for self and team

promote efficient use of resources and promote sustainability

set and monitor team outcomes

train and mentor team members

literacy and numeracy skills to:

document results

estimate volume

interpret and maintain data

monitor budget and resource expenditure

prepare reports

present information

research, analyse and interpret a broad range of written material

set territory sales targets that link to sales, marketing and strategic plans

Required knowledge

business merchandise and service range

business merchandising plan

business policies and procedures in regard to:

delegation and decision making

interaction with customers and other team members

sales and service delivery

techniques for modelling positive attitudes and behaviours

customer demand and market trends

leadership styles

work health and safety (WHS) requirements relevant to sales team activities

principles and techniques in interpersonal communication

product quality standards

range and availability of new products and services, especially those with enhanced sustainability features

relevant legislation and statutory requirements relating to leading a sales representatives team

team formation techniques

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Team members may include:

fulltime, part-time, casual or contract staff

people from a range of social, cultural and ethnic backgrounds

people with varying degrees of language and literacy levels.

Team needs and requestsmay relate to resources, such as:

budget

equipment and technology

materials

people

time.

Communication styles may include:

body language, including facial expressions

reading and writing

speaking and listening

using languages other than English, including:

local community languages, including Indigenous languages

visual languages, such as sign language.

Sales reports may include information on:

business customer requests

competitor activities

display disputes

end consumer complaints

product problems

recalls.

Sales and performance targets may include:

customer retention

market share

positioning with local businesses

presentation or merchandising of products or services

price

quality

shift in sales demographics

volume of sales.

Sales and performance targetsfor a sales team may vary with:

brand type

marketing campaigns

merchandising and sales strategy

product or service

promotional strategies and their duration, cycle, territory coverage and product or service focus

territory sales.

Equipment and resource requirements may include:

consumables

merchandising and promotional materials

pay

transportation

uniforms.

Meetings may be:

single location or multi locations, using:

videoconferencing

internet

face-to-face

formal or informal.

Businessoutcomesmay include:

brand value

key performance indicators

market and sales indicators

milestones

performance benchmarks

price

quality standards and criteria

strategic objectives

sustainability.

Business values and culture may include:

chain of command

mission statement

organisational structure, including own position and role within the structure

workplace goals

workplace policy and procedures.

Business policy and procedures in regard to:

interaction with customers

interaction with other team members

WHS

quality assurance and control

sale of products and services.

Modelling business expectations and commitment through personal performance may involve:

coaching

communication

demonstration

job behaviour

observation and job shadowing

reflection and discussion.

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
Identify individual team members’ specific needs and concerns. 
Identify and address operational contingencies specific to individuals, contexts, times or territories. 
Comply with management practices to achieve personal performance indicators. 
Action and follow up team needs and requests, according to workplace requirements. 
Build and maintain team communication through clarity of decisions and timely management response. 
Identify and resolve breakdowns in communication and trust relationships according to workplace procedures. 
Communicate service levels and sales performance targets for sales team representatives and ensure they are understood by individuals. 
Secure reports from sales team members and ensure they conform to agreed detail, format and deadlines. 
Analyse and action sales team members’ reports according to workplace requirements. 
Deploy budget and resources to the sales team according to operational requirements. 
Motivate team members to achieve individual and collective sales and performance targets. 
Determine equipment and resource requirements for sales team operations. 
Establish procedures for sales team to request resources. 
Manage sales team equipment to budget and operational requirements. 
Process sales team requests for additional resources within required timeframe. 
Monitor compliance of sales team resource expenditure with budget. 
Organise and resource sales team meetings as required. 
Facilitate sales team meeting to achieve agreed agenda and objectives. 
Record and report meetings according to established procedures. 
Ensure field and sales team meeting outcomes are satisfied. 
Ensure personal sales, service and management activities reflect business sales and service policies and procedures. 
Ensure personal behaviour reflects the values and culture encouraged by the business. 
Ensure personal performance and interpersonal communications reinforce business policy and procedures. 
Model business expectations and commitment through personal performance to achieve team objectives. 

Forms

Assessment Cover Sheet

SIRXSLS410 - Lead a sales representatives team
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

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Assessment Record Sheet

SIRXSLS410 - Lead a sales representatives team

Student name:

Student ID:

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

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: