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

SIRXSLS009A Mapping and Delivery Guide
Manage sales teams

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency SIRXSLS009A - Manage sales teams
Description This unit describes the performance outcomes, skills and knowledge required to manage a number of teams to achieve business objectives and optimal customer satisfaction with service and sales coverage.
Employability Skills The required outcomes described in this unit contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit is packaged will assist in identifying employability skills requirements.
Learning Outcomes and Application This unit requires senior sales personnel or team leaders to set, manage and review sales team targets, performance and territory management in accordance with business policy and relevant legislation.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field 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: Review sales team performance and procedures.
  • Obtain reports from sales teams in relevant detail, format and at agreed times.
  • Analyse and action sales team reports.
  • Review sales team visit procedures.
  • Determine sales team service procedures.
  • Analyse sales, costs and profits by territory, sales team and customer group.
  • Review performance using business procedures for assessing an individual's progress against performance indicators, career plans and development plans.
       
Element: Manage sales team territory coverage.
  • Analyse current business position in territory and communicate to sales teams.
  • Ensure territory coverage plan delivers sales and service targets detailed for each territory.
  • Devise sales structures within and across territories.
  • Determine staff and resource requirements for territory coverage.
  • Set service levels for territories.
  • Allocate sales representatives to meet market needs.
  • Conduct regular reviews of territory coverage plans (including staff levels, targets and frequency of visits).
  • Communicate amendments and changes to territory coverage plans to relevant personnel.
       
Element: Organise sales staff according to legislative obligations.
  • Determine legislation and requirements affecting sales staff.
  • Correctly describe provisions under industrial relations acts and legal requirements that affect day-to-day management of sales teams.
  • Ensure management of sales teams complies with industrial relations requirements and business policy and procedures.
  • Stimulate performance by using reward and compensation packages developed for sales teams.
       
Element: Monitor product or service price and cost structures.
  • Collect information on competitors' pricing.
  • Report pricing activity to relevant personnel.
  • Communicate adjustments or changes required to current price or performance objectives and projections to relevant personnel (in-company, suppliers and customers).
       
Element: Monitor and reset sales team objectives.
  • Set and review budgets and quotas for sales teams and individuals.
  • Support and coordinate sales team meetings.
  • Action outcomes from sales team meetings according to business policy and procedures.
  • Conduct regular reviews to monitor implementation of sales team meetings outcomes.
  • Report back to sales teams on actions completed.
  • Review sales and pricing strategies to support revised sales and service objectives.
       


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, the Range Statement and the Assessment Guidelines for this Training Package.

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

Evidence of the following is essential:

prepares action plans for sales teams based on achievable sales targets

manages sales team resources and requirements to budget

demonstrates ability to work with team leaders, staff and managers to achieve priority tasks and strategic responsibilities affecting sales teams

manages sales teams to achieve market, product or service, and territory targets in accordance with business policy and relevant legislation

reviews and reports on sales team activity and feedback

accurately and effectively communicates summary information from work outputs to senior and junior colleagues.

Context of and specific resources for assessment

Assessment must ensure access to:

a sales workplace 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

OHS legislation and codes of practice

sales teams.

Methods 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

third-party reports from a supervisor

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.

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

Assessing employability skills

Employability skills are integral to effective performance in the workplace and are broadly consistent across industry sectors. How these skills are applied varies between occupations and qualifications due to the different work functions and contexts.

Employability skills embedded in this unit should be assessed holistically in the context of the job role and with other relevant units that make up the skill set or qualification.


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.

This section describes the essential skills and knowledge and their level, required for this unit.

The following skills must be assessed as part of this unit:

interpersonal communication skills to:

manage sales team territory coverage

communicate pricing activity and adjustment or changes to relevant personnel

support and coordinate meetings, including making presentations, through clear and direct communication

ask questions to identify and confirm requirements

share information

give instructions

use language and concepts appropriate to cultural differences

use and interpret non-verbal communication

numeracy skills in regard to:

interpreting and maintaining data

reviewing budgets and quotas

calculating costs and pricing arrangements

planning

leadership skills, including ability to supervise and delegate tasks to sales teams.

The following knowledge must be assessed as part of this unit:

principles and techniques in interpersonal communication

principles and techniques in leadership

group facilitation

relevant performance indicators and requirements within:

sales plans

promotional plans

marketing plans

business plans

strategic plans

existing staff and associated sales team resources

industrial and employee relations

principles and techniques in performance analysis and assessment

principles and techniques in strategic and procedural development and implementation

OHS aspects of job

relevant commercial law and legislation.

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 in the performance criteria is detailed below.

Sales team reports may contain information on:

purchase requests and orders

records of supplier performance

competitor activities

recalls

product problems

display disputes

business customer requests

end consumer complaints

sales contact history.

Sales teams may include:

full-time, 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.

Territory may be defined by:

size, type and location of customers

demographic parameters

territory size, location and geographic spread

account customers.

Customer groups may include:

new or repeat contacts

external and internal contacts

customers with routine or special requests

people from a range of social, cultural and ethnic backgrounds and with varying physical and mental abilities

end consumers

business customers.

Communication may include:

verbal

individuals or groups

formal or informal meetings

written correspondence, memos

email, fax, telephone.

Territory coverage plan may take into account:

relevant business policy and procedures

relevant legislation and statutory requirements

types of products and services provided

size, type and location of business

business merchandise range

characteristics of the specific products or services

customer demographics

customer confidence and expectations.

Resource requirements may include:

people

materials

equipment and technology

budget

time

training and development

relevant information.

Relevant personnel may include:

supervisor and manager

team members.

Legislation and requirements affecting sales staff may include:

equal employment opportunity (EEO)

Australian apprenticeships

disciplinary procedures

awards and agreements

wages and conditions

Trade Practices and Fair Trading Acts

environmental protection legislation

OHS requirements

transport, storage and handling of goods

pricing procedures, including GST requirements

privacy laws

sale of second-hand goods.

Business policy and procedures in relation to:

employee relations and staff development

sale of products and services

strategic planning and evaluation

pricing.

Reward and compensation packages may include:

positive feedback presentation to junior colleagues, peers and management

prizes

certificates

financial bonuses

sales commissions

positive reinforcement through articles on performance in newsletters.

Review of budgets and quotas for sales teams may be based on:

feedback

performance

forecasts.

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
Obtain reports from sales teams in relevant detail, format and at agreed times. 
Analyse and action sales team reports. 
Review sales team visit procedures. 
Determine sales team service procedures. 
Analyse sales, costs and profits by territory, sales team and customer group. 
Review performance using business procedures for assessing an individual's progress against performance indicators, career plans and development plans. 
Analyse current business position in territory and communicate to sales teams. 
Ensure territory coverage plan delivers sales and service targets detailed for each territory. 
Devise sales structures within and across territories. 
Determine staff and resource requirements for territory coverage. 
Set service levels for territories. 
Allocate sales representatives to meet market needs. 
Conduct regular reviews of territory coverage plans (including staff levels, targets and frequency of visits). 
Communicate amendments and changes to territory coverage plans to relevant personnel. 
Determine legislation and requirements affecting sales staff. 
Correctly describe provisions under industrial relations acts and legal requirements that affect day-to-day management of sales teams. 
Ensure management of sales teams complies with industrial relations requirements and business policy and procedures. 
Stimulate performance by using reward and compensation packages developed for sales teams. 
Collect information on competitors' pricing. 
Report pricing activity to relevant personnel. 
Communicate adjustments or changes required to current price or performance objectives and projections to relevant personnel (in-company, suppliers and customers). 
Set and review budgets and quotas for sales teams and individuals. 
Support and coordinate sales team meetings. 
Action outcomes from sales team meetings according to business policy and procedures. 
Conduct regular reviews to monitor implementation of sales team meetings outcomes. 
Report back to sales teams on actions completed. 
Review sales and pricing strategies to support revised sales and service objectives. 

Forms

Assessment Cover Sheet

SIRXSLS009A - Manage sales teams
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

SIRXSLS009A - Manage sales teams

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: