Manage sales teams

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Moodle 1.9 template
A moodle 1.9 course with content placeholders for the unit's elements and performance criteria.
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
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment
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 columns headings to check that all performance criteria have been covered.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
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)

XML
this is the source material provided by training.gov.au, transformed into the useful formats found on this site :-)
WikiSpaces
mark up the unit in a wiki format, ready to copy and paste into a wikispaces wiki page.
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.
Registered Training Organisations
Trying to find someone to train or assess you for 'Manage sales teams'? This link lists all the RTOs that are currently registered to deliver SIRXSLS009A, 'Manage sales teams'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Books
Reference books for 'Manage sales teams' 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 :)
Resource Links
I tried writing some AI to extract important words and phrases from the unit and link them to wikipedia articles and other relevant online resources. Sometimes this routine was more A than I, but on the whole I'm happy with the results.
Wordle
create a wordle tag cloud from the unit's elements, performance criteria and range statement, then capture the screen - ready to include as an image in your online course or handouts.


Elements and Performance Criteria

ELEMENT

PERFORMANCE CRITERIA

1

Review sales team performance and procedures.

1.1

Obtain reports from sales teams in relevant detail, format and at agreed times.

1.2

Analyse and action sales team reports.

1.3

Review sales team visit procedures.

1.4

Determine sales team service procedures.

1.5

Analyse sales, costs and profits by territory, sales team and customer group.

1.6

Review performance using business procedures for assessing an individual's progress against performance indicators, career plans and development plans.

2

Manage sales team territory coverage.

2.1

Analyse current business position in territory and communicate to sales teams.

2.2

Ensure territory coverage plan delivers sales and service targets detailed for each territory.

2.3

Devise sales structures within and across territories.

2.4

Determine staff and resource requirements for territory coverage.

2.5

Set service levels for territories.

2.6

Allocate sales representatives to meet market needs.

2.7

Conduct regular reviews of territory coverage plans (including staff levels, targets and frequency of visits).

2.8

Communicate amendments and changes to territory coverage plans to relevant personnel.

3

Organise sales staff according to legislative obligations.

3.1

Determine legislation and requirements affecting sales staff.

3.2

Correctly describe provisions under industrial relations acts and legal requirements that affect day-to-day management of sales teams.

3.3

Ensure management of sales teams complies with industrial relations requirements and business policy and procedures.

3.4

Stimulate performance by using reward and compensation packages developed for sales teams.

4

Monitor product or service price and cost structures.

4.1

Collect information on competitors' pricing.

4.2

Report pricing activity to relevant personnel.

4.3

Communicate adjustments or changes required to current price or performance objectives and projections to relevant personnel (in-company, suppliers and customers).

5

Monitor and reset sales team objectives.

5.1

Set and review budgets and quotas for sales teams and individuals.

5.2

Support and coordinate sales team meetings.

5.3

Action outcomes from sales team meetings according to business policy and procedures.

5.4

Conduct regular reviews to monitor implementation of sales team meetings outcomes.

5.5

Report back to sales teams on actions completed.

5.6

Review sales and pricing strategies to support revised sales and service objectives.


Qualifications and Skillsets

SIRXSLS009A appears in the following qualifications:

  • SIR50107 - Diploma of Retail Management