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

BSBSLS502A Mapping and Delivery Guide
Lead and manage a sales team

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency BSBSLS502A - Lead and manage a sales team
Description This unit describes the performance outcomes, skills and knowledge required to plan, implement, direct and evaluate sales team activities.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application This unit 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.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field Business Development - Sales
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 appropriate training 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 client-focused 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 cross-selling 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
  • Take corrective action where sub-standard 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.

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.

Overview of assessment

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

Evidence of the following is essential:

management and development of a personal sales team to attain sales targets

knowledge of the principles of equal opportunity, equity, diversity and anti-discrimination.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to appropriate documentation and resources normally used in the workplace.

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:

analysis of responses to case studies and scenarios

direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate

oral or written questioning to assess knowledge of techniques used to manage sales team performance

review of sales teams objectives

review of resources allocated to support attainment of sales targets

assessment of established sales territories, sales targets and performance standards

evaluation of recognition and rewarding of superior sales team member performance.

Guidance information for assessment

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

management units.

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.

Required skills

communication skills to effectively work with a team

financial management skills to manage a sales budget

interpersonal skills to mentor, coach and apply training and development strategies

leadership skills to gain trust and confidence of colleagues and clients

literacy skills to interpret and explain complex, formal documents.

Required knowledge

budgeting processes

human resource management strategies

principles of equal opportunity, equity, diversity and anti-discrimination

identification and overview knowledge of key provisions of relevant legislation from all levels of government that affects business operations, codes of practice and national standards, such as:

anti-discrimination

ethical principles

consumer protection

contract law

privacy laws

Trade Practices Act

sales target and territory planning and management.

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.

Training methods may include:

audio-tapes

case studies

computer packages

films

lectures

one-on-one instruction

role plays

simulations

slides

teleconferencing

videoconferencing

videotapes

Corrective action may include:

additional training

individualised development plans

mentoring

ongoing feedback goal related feedback

re-training

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 appropriate training 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 client-focused 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 cross-selling 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 
Take corrective action where sub-standard sales team member performance is identified 
Adjust sales team planning in light of evaluation processes 

Forms

Assessment Cover Sheet

BSBSLS502A - 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

BSBSLS502A - 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: