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Evidence Guide: SIRXSLS006A - Lead 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

 

SIRXSLS006A - Lead a sales team

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

Lead a sales team.

  1. Identify individual team members' specific needs and considerations.
  2. Identify and address operational contingencies specific to an individual, context, time or territory.
  3. Achieve consistent management practices.
  4. Action and follow up team needs and requests.
  5. Achieve credible communication through clarity of decisions and timely management response.
  6. Identify and resolve breakdowns in communication and trust relationships.
Identify individual team members' specific needs and considerations.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and address operational contingencies specific to an individual, context, time or territory.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Achieve consistent management practices.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Action and follow up team needs and requests.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Achieve credible communication through clarity of decisions and timely management response.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and resolve breakdowns in communication and trust relationships.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage territory and sales team coverage.

  1. Clearly communicate performance targets for service levels and sales for sales team representatives and ensure they are understood by individuals.
  2. Secure reports from sales team members in agreed detail, format and deadlines.
  3. Analyse and action sales team members' reports.
Clearly communicate performance targets for service levels and sales for sales team representatives and ensure they are understood by individuals.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Secure reports from sales team members in agreed detail, format and deadlines.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse and action sales team members' reports.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage sales team resources.

  1. Deploy budget and resources to the sales team according to operational requirements.
  2. Motivate team members to achieve individual and collective sales and performance targets.
  3. Determine equipment and resource requirements for sales team operations.
  4. Establish procedures for sales team to request resources.
  5. Manage sales team equipment to budget and operational requirements.
  6. Process sales team requests for additional resources within required timeframe.
  7. Monitor compliance of sales team resource expenditure with budget.
Deploy budget and resources to the sales team according to operational requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Motivate team members to achieve individual and collective sales and performance targets.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine equipment and resource requirements for sales team operations.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish procedures for sales team to request resources.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage sales team equipment to budget and operational requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Process sales team requests for additional resources within required timeframe.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Monitor compliance of sales team resource expenditure with budget.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct sales team meetings.

  1. Organise and resource sales team meetings as required.
  2. Facilitate sales team meeting to achieve agreed agenda and objectives.
  3. Minute, record and report meetings according to established procedures.
  4. Ensure field and sales team meeting outcomes are satisfied.
Organise and resource sales team meetings as required.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Facilitate sales team meeting to achieve agreed agenda and objectives.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Minute, record and report meetings according to established procedures.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure field and sales team meeting outcomes are satisfied.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Model sales and service values and behaviour.

  1. Ensure personal sales, service and management activities reflect business sales and service policies and procedures.
  2. Ensure personal behaviour reflects the values and culture encouraged by the business.
  3. Ensure personal performance and interpersonal communication reinforce business policy and procedures.
  4. Model business expectations and commitment through personal performance to achieve team objectives.
Ensure personal sales, service and management activities reflect business sales and service policies and procedures.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure personal behaviour reflects the values and culture encouraged by the business.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure personal performance and interpersonal communication reinforce business policy and procedures.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Model business expectations and commitment through personal performance to achieve team objectives.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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:

models and activates positive behaviours and attitudes in team (leads by example)

sets and communicates performance standards, sales targets and individual performance requirements to team members

evaluates and amends leadership style to meet work team, contingency and performance contexts

communicates sales and service targets and plans and provides feedback on operations and outcomes to relevant personnel in accordance with store policy

manages effective service coverage and sales targets for a customer group or territory.

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

a team.

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.

Required Skills and Knowledge

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:

communicate with team including communication of performance targets

motivate team and conduct meetings 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

negotiate with team members and customers

presentation skills

literacy skills in regard to:

researching, analysing and interpreting a broad range of written material

preparing reports

documenting results

numeracy skills in regard to:

interpreting and maintaining data

setting territory sales targets that link to sales, marketing and strategic plans

estimating volume

monitoring budget and resource expenditure

leadership skills to:

conduct sales team meetings effectively

plan and organise task completion for self and team

set and monitor team outcomes.

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

business policies and procedures in regard to:

sales and service delivery

interaction with customers and other team members

business merchandise and service range

business merchandising plan

range and availability of new products and services

customer demand and market trends

product quality standards

relevant legislation and statutory requirements

principles and techniques in interpersonal communication

'modelling' positive attitudes and behaviours

team formation techniques

leadership styles

training and mentoring team members

delegation and decision making

OHS aspects of job.

Range Statement

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.

Team members 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.

Team needs and requests may relate to resources such as:

people

materials

equipment and technology

budget

time.

Communication styles may include:

speaking and listening

reading and writing

body language

facial expression

using languages other than English including local community languages, Indigenous languages and visual languages such as sign language.

Sales reports may include information on:

competitor activities

recalls

product problems

display disputes

business customer requests

end consumer complaints.

Sales and performance targets may include:

market share

positioning with local businesses

price

quality

volume of sales

presentation or merchandising of products or services

customer retention

shift in sales demographics.

Sales and performance targets for a sales team may vary with:

brand type

marketing campaigns

product or service

merchandising and sales strategy

territory sales

promotional strategies and their duration, cycle, territory coverage and product or service focus.

Equipment and resource requirements may include:

uniforms

pay

consumables

transportation

merchandising and promotional materials.

Meetings may be:

single location-, face to face

multi-locational (e.g. videoconferencing or virtual means, internet)

minuted or informal.

Business outcomes may include:

key performance indicators

strategic objectives

price

market and sales indicators

brand value

quality standards and criteria

performance benchmarks

milestones.

Business values and culture may include:

organisational structure, including own position and role within the structure

chain of command

workplace policy and procedures

organisational values

mission statement

workplace goals.

Business policy and procedures in regard to:

sale of products and services

quality assurance and control

interaction with customers

interaction with other team members

OHS.

Modelling business expectations and commitment through personal performance may involve:

job behaviours

coaching

observation and job shadowing

demonstrations

communication

reflection and discussion.