Modification History
The version details of this endorsed unit are in the table below. The latest information is at the top.
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Comments |
Second Release |
Editorial updates |
Unit Descriptor
This unit describes the performance outcomes, skills and knowledge required to manage a number of teams to achieve business objectives and optimal customer satisfaction with service and sales coverage.
Application of the Unit
This unit applies to senior sales personnel or team leaders who set, manage and review sales team targets, performance and territory management in accordance with business policy and relevant legislation.
Licensing/Regulatory Information
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Pre-Requisites
Nil
Employability Skills Information
This unit contains employability skills.
Elements and Performance Criteria Pre-Content
Elements and Performance Criteria
Element |
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. 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. |
Required Skills and Knowledge
This section describes the essential skills and knowledge and their level, required for this unit. |
Required skills |
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Required knowledge |
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Evidence Guide
The Evidence Guide provides advice on assessment and must be read in conjunction with the Performance Criteria, Required Skills and Knowledge, the Range Statement and the Assessment Guidelines for this Training Package. |
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Critical aspects for assessment and evidence required to demonstrate competency in this unit |
Evidence of the following is essential:
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Context of and specific resources for assessment |
Assessment must ensure access to:
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Methods of assessment |
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
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Guidance information for assessment |
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended. |
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 in the performance criteria is detailed below. |
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Sales team reports may contain information on: |
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Sales teams may include: |
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Territory may be defined by: |
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Customer groups may include: |
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Communication may include: |
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Territory coverage plan may take into account: |
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Resource requirements may include: |
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Relevant personnel may include: |
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Legislation and requirements affecting sales staff may include: |
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Business policy and procedures in relation to: |
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Reward and compensation packages may include: |
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Review of budgets and quotas for sales teams may be based on: |
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Unit Sector(s)
Cross-Sector
Competency field
Sales