Elements and Performance Criteria
- Plan sales operations
- Set sales teams objectives
- Prepare sales plan and budget to support attainment of objectives
- Develop objectives related to the nature of the sales operation which are consistent with marketing and sales strategies
- Determine the size and structure of the sales team
- Recruit, select and induct sales team members on an ongoing basis in accordance with job analysis and sales team objectives
- Provide sales team members with initial training using appropriatetraining methods
- Establish sales team compensation methods and levels
- Establish sales territories, sales targets and performance standards
- Direct sales team
- Implement strategies to encourage, motivate and support sales team members
- Coach or mentor sales team members to facilitate attainment of sales targets
- Model clientfocused tactics for sales team members
- Allocate resources in accordance with organisational policies and procedures to support attainment of sales targets
- Analyse sales volume, conversion rate data and crossselling ratios to monitor sales performance
- Monitor the ethical and social conduct of the sales team in accordance with legal requirements, professional expectations and organisational policy
- Evaluate sales team performance
- Establish systems to evaluate sales effectiveness against performance standards
- Offer sales team members constructive feedback on their performance
- Recognise and reward superior sales team member performance
- Takecorrective actionwhere substandard sales team member performance is identified
- Adjust sales team planning in light of evaluation processes