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Elements and Performance Criteria

1. Employ prospecting methods and qualify prospects
   • Identify, consider and evaluate strengths and limitations of range of primary and secondary prospecting methods
   • Select prospecting methods to match market to which the product or service is targeted
   • Target present, previous and new clients through chosen prospecting methods
   • Research and establish criteria for qualifying leads according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for seller
   • Ensure established criteria represent a standard against which buying potential of individuals and groups is gauged
2. Manage prospect information
   • Develop and implement system for recording prospect information
   • Monitor and evaluate effectiveness of system for recording prospect information
   • Refine system for recording prospect information based on evaluation
3. Establish individualised sales plan
   • Establish individual sales goals and quotas to focus work activities, based on organisational sales and marketing objectives
   • Establish consultation and communication structures with clients and supervisors
   • Plan and document individualised sales plan to achieve sales goals and quotas within a work system constructed against clear timeframes
   • Monitor and adjust sales plan to established goals and quotas
   • Evaluate sales plan and adjust where necessary
4. Complete sales paperwork and reports
   • Establish system to collect, record and organise data associated with sales process
   • Complete routine reports at regular intervals according to organisational requirements
   • Use available technology to facilitate record-keeping and production of sales reports
5. Organise workload effectively
   • Establish routines to provide structure for work and to manage workload
   • Allocate time for specific work tasks and unanticipated events and activities
   • Conduct analysis of time spent on work-related activities and adjust time spent on tasks, if required
   • Apply time-management strategies to minimise non-productive sales activities
   • Delegate tasks to individuals or sales team members to share workload as appropriate
   • Identify and monitor symptoms of stress and seek expert assistance