Lead a sales representatives 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 SIRXSLS410, 'Lead a sales representatives team'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Lead a sales representatives 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


Performance criteria

Elements describe the essential outcomes of a unit of competency.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide.

1. Build a sales team.

1.1.Identify individual team members’ specific needs and concerns.

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

1.3.Comply with management practices to achieve personal performance indicators.

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

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

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

2. Manage territory and sales team coverage.

2.1.Communicate service levels and sales performance targets for sales team representatives and ensure they are understood by individuals.

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

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

3. Manage sales team resources.

3.1.Deploy budget and resources to the sales team according to operational requirements.

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

3.3.Determine equipment and resource requirements for sales team operations.

3.4.Establish procedures for sales team to request resources.

3.5.Manage sales team equipment to budget and operational requirements.

3.6.Process sales team requests for additional resources within required timeframe.

3.7.Monitor compliance of sales team resource expenditure with budget.

4. Conduct sales team meetings.

4.1.Organise and resource sales team meetings as required.

4.2.Facilitate sales team meeting to achieve agreed agenda and objectives.

4.3.Record and report meetings according to established procedures.

4.4.Ensure field and sales team meeting outcomes are satisfied.

5. Model sales and service values and behaviour.

5.1.Ensure personal sales, service and management activities reflect business sales and service policies and procedures.

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

5.3.Ensure personal performance and interpersonal communications reinforce business policy and procedures.

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