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.

ELEMENT

PERFORMANCE CRITERIA

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 appropriate training 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 client-focused 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 cross-selling 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. Take corrective action where sub-standard sales team member performance is identified

3.5. Adjust sales team planning in light of evaluation processes

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 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.

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

Unit sector

Business Development - Sales

This unit contains employability skills.