Unit of competency Outline
Date retreived
22/07/2026 1:10 AM AWST
22/07/2026 1:10 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Lead a sales team
Lead a sales team
Unit of competency
National Code
SIFSLS003A
SIFSLS003A
State Code
S7105
S7105
TGA Status
Replaced
Replaced
DTWD Status
Replaced
Replaced
State Implementation and Classification
Approved Date
21/06/2010
Field of Education
080301 - Business Management
Original Release Date
21/06/2010
Nominal Hours
30
Description
This unit describes the performance outcomes, skills and knowledge required to plan, implement, direct and evaluate sales team activities.
Notes
Elements and Performance Criteria
1 Plan sales operations.
- 1.1 Identify and develop sales team objectives.
- 1.2 Prepare a sales plan and budget to support attainment of objectives.
- 1.3 Determine size and structure of sales team.
- 1.4 Select sales team members according to sales team objectives and workplace policies and procedures.
- 1.5 Provide sales team members with initial training.
2 Direct the sales team.
- 2.1 Monitor sales team to ensure that products and services match client needs according to workplace policies and procedures, and relevant legislation.
- 2.2 Implement and monitor financial transactions, sales agreements and financing arrangements according to workplace policies and procedures, and relevant legislation.
- 2.3 Monitor sales team to ensure sales documentation is completed according to workplace policies and procedures, and relevant legislation.
- 2.4 Implement strategies to support sales team members.
- 2.5 Identify and allocate resources to support attainment of sales according to workplace policies and procedures.
3 Evaluate effectiveness and performance of sales team.
- 3.1 Establish systems to evaluate sales effectiveness against sales team objectives.
- 3.2 Take corrective action where sub-standard performance is identified.
- 3.3 Adjust sales team planning to reflect evaluation outcome.
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, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
marketing and sales strategies
nature of sales operation.
standard operating policies and procedures, such as:
human resource policies and practices
equity and diversity
recruitment, selection, induction and training
sales and customer service
standards and certification requirements
quality assurance procedures
code of behaviour.
videotapes
lectures
one-on-one instruction
role plays
audio-tapes
simulations
slides
films
case studies
videoconferencing
teleconferencing
computer software packages.
funeral arrangements
embalming arrangements
cremation arrangements
burial arrangements
coffins or caskets
coffin or casket accessories
burial plots
mausoleum crypts
headstones
grave markers
urns
nameplates.
Fair Trading Act
Funerals (Pre-paid Money) Act
Consumer Credit Code
Privacy Acts
local government regulations
equal employment opportunity.
cash
cheque
credit card.
sales documents and agreements
financing arrangements.
coaching
providing feedback
recognising and rewarding sales team member performance.
additional training
mentoring
ongoing feedback
goal-related feedback
individualised development plans.
marketing and sales strategies
nature of sales operation.
standard operating policies and procedures, such as:
human resource policies and practices
equity and diversity
recruitment, selection, induction and training
sales and customer service
standards and certification requirements
quality assurance procedures
code of behaviour.
videotapes
lectures
one-on-one instruction
role plays
audio-tapes
simulations
slides
films
case studies
videoconferencing
teleconferencing
computer software packages.
funeral arrangements
embalming arrangements
cremation arrangements
burial arrangements
coffins or caskets
coffin or casket accessories
burial plots
mausoleum crypts
headstones
grave markers
urns
nameplates.
Fair Trading Act
Funerals (Pre-paid Money) Act
Consumer Credit Code
Privacy Acts
local government regulations
equal employment opportunity.
cash
cheque
credit card.
sales documents and agreements
financing arrangements.
coaching
providing feedback
recognising and rewarding sales team member performance.
additional training
mentoring
ongoing feedback
goal-related feedback
individualised development plans.
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
establishment of the sales objectives, plans and budgets relevant to the nature of the sales operation and consistent with marketing and sales strategies
selection, recruitment and training of a sales team according to sales objectives, budget and plan
project or work activities conducted over a period of time to ensure consistency of performance, to allow the candidate to play an ongoing sales team-leading role and respond to and evaluate different situations.
Context of, and specific resources for assessment
Assessment must ensure:
demonstration of skills in an environment where staff training and performance monitoring can take place
access to relevant documentation, such as sales plans and budgets
interaction with team members.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of candidate identifying sales objectives and preparing plans and budgets relevant to sales operation; selecting, recruiting and training a sales team; and evaluating team performance
written or verbal questioning to assess knowledge and understanding of relevant policies and procedures with regard to leading a sales team
review of workplace documents completed by candidate
review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
SIFMPR004A Develop marketing strategies and activities.
Employability skills embedded in this unit should be assessed holistically with other relevant units that make up the skill set or qualification and in the context of the job role.
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
establishment of the sales objectives, plans and budgets relevant to the nature of the sales operation and consistent with marketing and sales strategies
selection, recruitment and training of a sales team according to sales objectives, budget and plan
project or work activities conducted over a period of time to ensure consistency of performance, to allow the candidate to play an ongoing sales team-leading role and respond to and evaluate different situations.
Context of, and specific resources for assessment
Assessment must ensure:
demonstration of skills in an environment where staff training and performance monitoring can take place
access to relevant documentation, such as sales plans and budgets
interaction with team members.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
observation of candidate identifying sales objectives and preparing plans and budgets relevant to sales operation; selecting, recruiting and training a sales team; and evaluating team performance
written or verbal questioning to assess knowledge and understanding of relevant policies and procedures with regard to leading a sales team
review of workplace documents completed by candidate
review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
SIFMPR004A Develop marketing strategies and activities.
Employability skills embedded in this unit should be assessed holistically with other relevant units that make up the skill set or qualification and in the context of the job role.
Replaced By
| State Code | National Code | Title | Type |
|---|---|---|---|
| WG630 | SIFXCSS005 | Lead customer service teams | Unit of competency |
| State Code | National Code | Title | Type |
|---|---|---|---|
| D340 | SIF40108 | Certificate IV in Funeral Services | Qualification |