Assessment Requirements for BSBSLS502 Lead and manage a sales team

Release: 1

Assessment Requirements for BSBSLS502 Lead and manage a sales team

Modification History

Release	Comments
Version 1	This version first released with BSB Business Services Training Package Version 1.0.

Performance Evidence

Evidence of the ability to:

plan sales operations and resources required to attain sales objectives including:

structure and size of sales team

compensation methods and levels

sales territories

targets and performance standards

recruit and induct personnel and provide support including :

training, coaching and mentoring

strategies for motivation, encouragement, recognition and reward

modelling client-focused sales tactics

providing constructive feedback

establish team work structures, targets and performance standards

allocate resources in accordance with organisational policies and procedures to support attainment of sales targets

establish systems to monitor and evaluate performance including:

sales volume, conversion rate data and crossselling ratios

legal, ethical and social conduct

analyse performance data and take corrective action or adjust sales plans as appropriate.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

Knowledge Evidence

To complete the unit requirements safely and effectively, the individual must:

explain organisation’s procedures that relate to budgets and resource allocation

explain the relevance of sales volume, conversion rate data and crossselling ratios

outline human resource management strategies

outline the legislative and regulatory context of the organisation in relation to management of a sales team

explain challenges in structuring a sales team and managing sales territories and possible strategies to address them.

Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the business development – sales field of work and include access to:

relevant legislation, regulations, standards and codes

relevant workplace documentation and resources

case studies and, where possible, real situations

interaction with others.

Assessors must satisfy NVR/AQTF assessor requirements.

Links

Companion Volume implementation guides are found in VETNet - https://vetnet.gov.au/Pages/TrainingDocs.aspx?q=11ef6853-ceed-4ba7-9d87-4da407e23c10