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Evidence Guide: SIRXSLS410 - Lead a sales representatives 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

 

SIRXSLS410 - Lead a sales representatives team

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

Build a sales team.

  1. Identify individual team members’ specific needs and concerns.
  2. Identify and address operational contingencies specific to individuals, contexts, times or territories.
  3. Comply with management practices to achieve personal performance indicators.
  4. Action and follow up team needs and requests, according to workplace requirements.
  5. Build and maintain team communication through clarity of decisions and timely management response.
  6. Identify and resolve breakdowns in communication and trust relationships according to workplace procedures.
Identify individual team members’ specific needs and concerns.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and address operational contingencies specific to individuals, contexts, times or territories.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Comply with management practices to achieve personal performance indicators.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Action and follow up team needs and requests, according to workplace requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Build and maintain team communication through clarity of decisions and timely management response.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify and resolve breakdowns in communication and trust relationships according to workplace procedures.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage territory and sales team coverage.

  1. Communicate service levels and sales performance targets for sales team representatives and ensure they are understood by individuals.
  2. Secure reports from sales team members and ensure they conform to agreed detail, format and deadlines.
  3. Analyse and action sales team members’ reports according to workplace requirements.
Communicate service levels and sales performance targets for sales team representatives and ensure they are understood by individuals.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Secure reports from sales team members and ensure they conform to agreed detail, format and deadlines.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse and action sales team members’ reports according to workplace requirements.

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. 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:

 

 

 

 

 

 

 

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 communications 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 communications 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, range statement and the Assessment Guidelines for the 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, leading 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 according to 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 retail work 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.

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:

observation of the candidate in the workplace

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.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Required Skills and Knowledge

Required skills

communication and interpersonal skills to:

ask questions to identify and confirm requirements

communicate with team, including communicating performance targets

give instructions

motivate team and conduct meetings through clear and direct communication

negotiate with team members and customers

share information

use and interpret non-verbal communication

use language and concepts appropriate to cultural differences

leadership skills to:

conduct sales team meetings effectively

model sales and service values and behaviour

plan and organise task completion for self and team

promote efficient use of resources and promote sustainability

set and monitor team outcomes

train and mentor team members

literacy and numeracy skills to:

document results

estimate volume

interpret and maintain data

monitor budget and resource expenditure

prepare reports

present information

research, analyse and interpret a broad range of written material

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

Required knowledge

business merchandise and service range

business merchandising plan

business policies and procedures in regard to:

delegation and decision making

interaction with customers and other team members

sales and service delivery

techniques for modelling positive attitudes and behaviours

customer demand and market trends

leadership styles

work health and safety (WHS) requirements relevant to sales team activities

principles and techniques in interpersonal communication

product quality standards

range and availability of new products and services, especially those with enhanced sustainability features

relevant legislation and statutory requirements relating to leading a sales representatives team

team formation techniques

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, 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.

Team members may include:

fulltime, 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 requestsmay relate to resources, such as:

budget

equipment and technology

materials

people

time.

Communication styles may include:

body language, including facial expressions

reading and writing

speaking and listening

using languages other than English, including:

local community languages, including Indigenous languages

visual languages, such as sign language.

Sales reports may include information on:

business customer requests

competitor activities

display disputes

end consumer complaints

product problems

recalls.

Sales and performance targets may include:

customer retention

market share

positioning with local businesses

presentation or merchandising of products or services

price

quality

shift in sales demographics

volume of sales.

Sales and performance targetsfor a sales team may vary with:

brand type

marketing campaigns

merchandising and sales strategy

product or service

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

territory sales.

Equipment and resource requirements may include:

consumables

merchandising and promotional materials

pay

transportation

uniforms.

Meetings may be:

single location or multi locations, using:

videoconferencing

internet

face-to-face

formal or informal.

Businessoutcomesmay include:

brand value

key performance indicators

market and sales indicators

milestones

performance benchmarks

price

quality standards and criteria

strategic objectives

sustainability.

Business values and culture may include:

chain of command

mission statement

organisational structure, including own position and role within the structure

workplace goals

workplace policy and procedures.

Business policy and procedures in regard to:

interaction with customers

interaction with other team members

WHS

quality assurance and control

sale of products and services.

Modelling business expectations and commitment through personal performance may involve:

coaching

communication

demonstration

job behaviour

observation and job shadowing

reflection and discussion.