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Evidence Guide: BSBSLS502 - Lead and manage a sales team

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

BSBSLS502 - Lead and manage a sales team

What evidence can you provide to prove your understanding of each of the following citeria?

Plan sales operations

  1. Set sales teams objectives
  2. Prepare sales plan and budget to support attainment of objectives
  3. Develop objectives related to the nature of the sales operation which are consistent with marketing and sales strategies
  4. Determine the size and structure of the sales team
  5. Recruit, select and induct sales team members on an ongoing basis in accordance with job analysis and sales team objectives
  6. Provide sales team members with initial training using appropriatetraining methods
  7. Establish sales team compensation methods and levels
  8. Establish sales territories, sales targets and performance standards
Set sales teams objectives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Prepare sales plan and budget to support attainment of objectives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Develop objectives related to the nature of the sales operation which are consistent with marketing and sales strategies

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine the size and structure of the sales team

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Recruit, select and induct sales team members on an ongoing basis in accordance with job analysis and sales team objectives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide sales team members with initial training using appropriatetraining methods

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish sales team compensation methods and levels

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish sales territories, sales targets and performance standards

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Direct sales team

  1. Implement strategies to encourage, motivate and support sales team members
  2. Coach or mentor sales team members to facilitate attainment of sales targets
  3. Model clientfocused tactics for sales team members
  4. Allocate resources in accordance with organisational policies and procedures to support attainment of sales targets
  5. Analyse sales volume, conversion rate data and crossselling ratios to monitor sales performance
  6. Monitor the ethical and social conduct of the sales team in accordance with legal requirements, professional expectations and organisational policy
Implement strategies to encourage, motivate and support sales team members

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Coach or mentor sales team members to facilitate attainment of sales targets

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Model clientfocused tactics for sales team members

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Allocate resources in accordance with organisational policies and procedures to support attainment of sales targets

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse sales volume, conversion rate data and crossselling ratios to monitor sales performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor the ethical and social conduct of the sales team in accordance with legal requirements, professional expectations and organisational policy

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Evaluate sales team performance

  1. Establish systems to evaluate sales effectiveness against performance standards
  2. Offer sales team members constructive feedback on their performance
  3. Recognise and reward superior sales team member performance
  4. Takecorrective actionwhere substandard sales team member performance is identified
  5. Adjust sales team planning in light of evaluation processes
Establish systems to evaluate sales effectiveness against performance standards

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Offer sales team members constructive feedback on their performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Recognise and reward superior sales team member performance

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Takecorrective actionwhere substandard sales team member performance is identified

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Adjust sales team planning in light of evaluation processes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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

Required Skills and Knowledge

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