Lead and manage a sales team

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver BSBSLS502A, 'Lead and manage a sales team'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Lead and manage a sales team' on fishpond.com.au. This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to ntisthis.com for every purchase, so go nuts :)

Elements and 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

Qualifications and Skillsets

BSBSLS502A appears in the following qualifications:

  • FNS50910 - Diploma of Banking Services Management
  • CPC50308 - Diploma of Building and Construction (Management)
  • CPC50210 - Diploma of Building and Construction (Building)
  • BSB51207 - Diploma of Marketing
  • BSB50307 - Diploma of Customer Contact
  • BSB40307 - Certificate IV in Customer Contact
  • BSB40610 - Certificate IV in Business Sales
  • CHC51608 - Diploma of Employment Services