Unit of competency
Modification History
Release |
Comments |
Release 1 |
This version first released with BSB Business Services Training Package Version 1.0. |
Application
This unit describes the skills and knowledge required to plan, implement, direct and evaluate sales team activities.
It applies to individuals working in a supervisory or managerial sales role who provide leadership to a sales team to increase the effectiveness of their performance.
No licensing, legislative or certification requirements apply to this unit at the time of publication
Unit Sector
Business Development – Sales
Elements and Performance Criteria
ELEMENT |
PERFORMANCE CRITERIA |
Elements describe the essential outcomes. |
Performance criteria describe the performance needed to demonstrate achievement of the element. |
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 |
Foundation Skills
This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.
Skill |
Performance Criteria |
Description |
Reading |
1.2-1.8, 2.1, 2.4-2.6, 3.1, 3.4, 3.5 |
|
Writing |
1.1-1.8, 2.1, 2.4-2.6, 3.1, 3.4, 3.5 |
|
Oral Communication |
1.1, 1.5, 1.6, 2.1, 2.2, 3.2, 3.4 |
|
Numeracy |
1.1, 1.2, 1.7, 1.8, 2.4, 2.5, 3.1, 3.4, 3.5 |
|
Navigate the world of work |
1.3, 2.4, 2.6, 3.1 |
|
Interact with others |
1.5, 1.6, 2.2, 2.3, 3.2, 3.3, 3.4 |
|
Get the work done |
1.1, 1.3-1.8, 2.1-2.6, 3.1-3.5 |
|
Unit Mapping Information
Code and title current version |
Code and title previous version |
Comments |
Equivalence status |
BSBSLS502 Lead and manage a sales team |
BSBSLS502A Lead and manage a sales team |
Updated to meet Standards for Training Packages |
Equivalent unit |
Links
Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10