Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

BSBSLS502 Mapping and Delivery Guide
Lead and manage a sales team

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency BSBSLS502 - Lead and manage a sales team
Description
Employability Skills
Learning Outcomes and Application This unit describes the skills and knowledge required to plan, implement, direct and evaluate sales team activities.It applies to individuals working in a supervisory or managerial sales role who provide leadership to a sales team to increase the effectiveness of their performance.No licensing, legislative or certification requirements apply to this unit at the time of publication
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: 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
       
Element: 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
       
Element: 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
       


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.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Plan sales operations

1.1 Set sales teams objectives

1.2 Prepare sales plan and budget to support attainment of objectives

1.3 Develop objectives related to the nature of the sales operation which are consistent with marketing and sales strategies

1.4 Determine the size and structure of the sales team

1.5 Recruit, select and induct sales team members on an ongoing basis in accordance with job analysis and sales team objectives

1.6 Provide sales team members with initial training using appropriatetraining methods

1.7 Establish sales team compensation methods and levels

1.8 Establish sales territories, sales targets and performance standards

2. Direct sales team

2.1 Implement strategies to encourage, motivate and support sales team members

2.2 Coach or mentor sales team members to facilitate attainment of sales targets

2.3 Model clientfocused tactics for sales team members

2.4 Allocate resources in accordance with organisational policies and procedures to support attainment of sales targets

2.5 Analyse sales volume, conversion rate data and crossselling ratios to monitor sales performance

2.6 Monitor the ethical and social conduct of the sales team in accordance with legal requirements, professional expectations and organisational policy

3. Evaluate sales team performance

3.1 Establish systems to evaluate sales effectiveness against performance standards

3.2 Offer sales team members constructive feedback on their performance

3.3 Recognise and reward superior sales team member performance

3.4 Takecorrective actionwhere substandard sales team member performance is identified

3.5 Adjust sales team planning in light of evaluation processes

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, 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.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

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

1. Plan sales operations

1.1 Set sales teams objectives

1.2 Prepare sales plan and budget to support attainment of objectives

1.3 Develop objectives related to the nature of the sales operation which are consistent with marketing and sales strategies

1.4 Determine the size and structure of the sales team

1.5 Recruit, select and induct sales team members on an ongoing basis in accordance with job analysis and sales team objectives

1.6 Provide sales team members with initial training using appropriatetraining methods

1.7 Establish sales team compensation methods and levels

1.8 Establish sales territories, sales targets and performance standards

2. Direct sales team

2.1 Implement strategies to encourage, motivate and support sales team members

2.2 Coach or mentor sales team members to facilitate attainment of sales targets

2.3 Model clientfocused tactics for sales team members

2.4 Allocate resources in accordance with organisational policies and procedures to support attainment of sales targets

2.5 Analyse sales volume, conversion rate data and crossselling ratios to monitor sales performance

2.6 Monitor the ethical and social conduct of the sales team in accordance with legal requirements, professional expectations and organisational policy

3. Evaluate sales team performance

3.1 Establish systems to evaluate sales effectiveness against performance standards

3.2 Offer sales team members constructive feedback on their performance

3.3 Recognise and reward superior sales team member performance

3.4 Takecorrective actionwhere substandard sales team member performance is identified

3.5 Adjust sales team planning in light of evaluation processes

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
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 
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 
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 

Forms

Assessment Cover Sheet

BSBSLS502 - Lead and manage a sales 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

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

BSBSLS502 - Lead and manage a sales 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: