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

Skill

Performance

Criteria

Description

Reading

1.2-1.8, 2.1, 2.4-2.6, 3.1, 3.4, 3.5

Analyses and interprets workplace documentation

Recognises information related to sales requirements within job specifications and work processes

Writing

1.1-1.8, 2.1, 2.4-2.6, 3.1, 3.4, 3.5

Accurately records information according to organisational requirements

Composes and edits texts, selecting appropriate vocabulary and structure for audience and purpose

Oral Communication

1.1, 1.5, 1.6, 2.1, 2.2, 3.2, 3.4

Articulates issues and requirements clearly and obtains information from others by listening and questioning

Numeracy

1.1, 1.2, 1.7, 1.8, 2.4, 2.5, 3.1, 3.4, 3.5

Uses a wide range of mathematical calculations to enter or analyse information related to sales plans, targets and performance

Navigate the world of work

1.3, 2.4, 2.6, 3.1

Considers broader organisational goals when developing team objectives

Models behaviours that are an example for others and that are consistent with organisation protocols, policies, procedures and strategies

Monitors conduct of self and others to ensure compliance with legal requirements, professional standards and organisational policy

Interact with others

1.5, 1.6, 2.2, 2.3, 3.2, 3.3, 3.4

Plays a lead role in situations requiring effective collaboration, demonstrating high level influencing skills whilst engaging and motivating others

Uses interpersonal skills to gain trust and confidence of colleagues and provides feedback to others in forms that they can understand and use

Demonstrates sophisticated control over oral, visual and/or written formats, drawing on a range of communication practices to achieve training goals

Get the work done

1.1, 1.3-1.8, 2.1-2.6, 3.1-3.5

Sequences and schedules complex activities of self and others and manages relevant communication

Uses systematic, analytical processes in complex, non-routine situations, setting goals, designing strategies, gathering relevant information and evaluating options to inform decision making

Uses formal and informal processes to monitor implementation of solutions, to reflect on outcomes and then take appropriate action when required