Application
This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.
It applies to frontline sales personnel who are responsible for identifying factors affecting sales performance; reviewing and analysing personal sales outcomes against agreed sales targets; and implementing strategies to attain sales targets.
No occupational licensing, certification or specific legislative requirements apply to this unit at the time of publication.
Elements and Performance Criteria
ELEMENTS | PERFORMANCE CRITERIA |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1. Analyse sales targets. | 1.1.Confirm team sales targets with relevant personnel. 1.2.Analyse personal sales targets in relation to agreed parameters. 1.3.Regularly monitor progress towards sales targets. 1.4.Analyse customers and performance and determine common factors supporting or deterring sales. |
2. Determine factors affecting attainment of sales targets. | 2.1.Evaluate factors affecting sales performance against the agreed sales targets. 2.2.Identify and anticipate changing business circumstances and other factors that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge. 2.3.Amend or create new sales targets based on evaluation according to agreed organisational processes. |
3. Attain sales targets. | 3.1.Plan and initiate actions to address sales under-performance with specific customers, and report progress to relevant personnel. 3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty. 3.3.Report sales progress to relevant personnel. |
Evidence of Performance
Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:
analyse at least one set of organisational and personal sales targets
monitor and review sales targets over specified workplace sales period
develop strategies to address under performance with two different customers or two different products
complete one sales report according to organisational requirements.
Evidence of Knowledge
Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:
organisational policies and procedures for:
sales planning and evaluation
approval processes
internal and external communication
sales processes
aspects of legislation that impact sales work:
Australian Consumer Law
commercial law
work health and safety (WHS)
business plans and targets that affect personal sales targets
types of parameters for personal sales targets
sales territory characteristics and features
different types of business customers and their needs
internal and external factors affecting attainment of business and personal sales targets
strategies to address sales under-performance
features of products and services being sold.
Assessment Conditions
Skills must be demonstrated in a wholesale environment. This can be:
an industry workplace
a simulated industry environment.
Assessment must ensure access to:
organisational policies and procedures for sales activities
a business sales system
organisational business plans and objectives.
Assessors must satisfy the Standards for Registered Training Organisations’ requirements for assessors.
Foundation Skills
Foundation skills essential to performance in this unit, but not explicit in the performance criteria are listed here, along with a brief context statement. | |
SKILLS | DESCRIPTION |
Numeracy skills to: | read and understand numerical sales data. |
Technology skills to: | use business technology to obtain sales data. |
Sectors
Wholesale
Competency Field
Sales