Unit of competency Outline

Date retreived
22/07/2026 6:41 AM AWST

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Lead and manage a sales team

Lead and manage a sales team

Unit of competency
National Code
BSBSLS502A
State Code
D1003
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
10/03/2009
View on TGA
State Implementation and Classification
Approved Date
07/10/2014
Field of Education
080501 - Sales
Original Release Date
07/10/2014
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to plan, implement, direct and evaluate sales team activities.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Notes
Elements and Performance Criteria
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
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, 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.
Training methods may include:
audio-tapes
case studies
computer packages
films
lectures
one-on-one instruction
role plays
simulations
slides
teleconferencing
videoconferencing
videotapes
Corrective action may include:
additional training
individualised development plans
mentoring
ongoing feedback goal related feedback
re-training
EVIDENCE GUIDE
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.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
management and development of a personal sales team to attain sales targets
knowledge of the principles of equal opportunity, equity, diversity and anti-discrimination.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to appropriate documentation and resources normally used in the workplace.
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:
analysis of responses to case studies and scenarios
direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
oral or written questioning to assess knowledge of techniques used to manage sales team performance
review of sales teams objectives
review of resources allocated to support attainment of sales targets
assessment of established sales territories, sales targets and performance standards
evaluation of recognition and rewarding of superior sales team member performance.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
management units.
Replaces
State Code National Code Title Type
C3637 BSBSLS401A Lead a sales team Unit of competency
Replaced By
State Code National Code Title Type
AUK27 BSBSLS502 Lead and manage a sales team Unit of competency