Unit of competency Outline

Date retreived
22/07/2026 5:38 AM AWST

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Analyse and achieve sales targets

Analyse and achieve sales targets

Unit of competency
National Code
SIRWSLS303
State Code
WD944
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
13/06/2012
View on TGA
State Implementation and Classification
Approved Date
10/08/2012
Field of Education
080501 - Sales
Original Release Date
10/08/2012
Nominal Hours
35
Description
This unit describes the performance outcomes, skills and knowledge required to set, analyse and achieve personal sales targets to guide performance and monitor the progress of sales against business objectives.The unit covers identifying factors affecting sales performance, reviewing and analysing personal sales outcomes against agreed sales targets, and implementing strategies to attain sales targets, according to business policy and procedures.
Notes
Elements and Performance Criteria
1. Analyse sales targets.
  • 1.1.Confirm team sales targets according to business policy and procedures.
  • 1.2.Analyse personal sales targets against agreed parameters.
  • 1.3.Regularly monitor progress towards sales targets.
  • 1.4.Analyse performance of different customers and areas to determine common factors supporting or deterring sales.
2. Determine factors affecting attainment of sales targets.
  • 2.1.Evaluate factors affecting sales performance against the agreed sales targets.
  • 2.2.Anticipate and address factors likely to impinge upon attainment of sales targets.
  • 2.3.Approve amended or new sales targets according to business policy and procedures.
3. Attain sales targets.
  • 3.1.Initiate actions to address customers with under-performing sales, and report progress to senior management in line with standard organisational policies and procedures.
  • 3.2.Identify customers with strong sales performance and initiate actions to extend sales opportunities and sustain customer loyalty.
  • 3.3.Identify changing business circumstances that may influence capacity to meet or exceed sales targets and determine a course of action to address the challenge.
  • 3.4.Report sales progress to senior management using standard organisational policies and procedures.
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 individual, accessibility of the item, and local industry and regional contexts) may also be included.
Team may include:
business team
fulltime, part-time, casual or contract staff
people from a range of cultural, social and ethnic backgrounds
people with a range of responsibilities and job descriptions
people with varying degrees of language and literacy
small work teams.
Sales targets may vary, according to:
merchandising and sales strategy
product or service
promotional strategies and their duration, cycle, territory coverage and product or service focus
sales strategy.
Business policy and procedures in relation to:
approval processes
interaction with colleagues
interaction with customers
sale of products and services
sales planning and evaluation.
Agreed parameters may include:
customer accounts
customer satisfaction
market share
price
territory
trading terms
volume.
Factors affecting sales performance may include:
associated promotions
associated sales
competitor activities
customer requirements
logistics
market share
merchandise availability
presentation or merchandising of the product
promotional tie-ins or co-location
quality of products or services.
Initiating actionsto address customers with under-performing sales may include:
assessing the impact of competitor’s products and ability to offer better solution
exiting unviable relationship with customer
identifying reasons that may limit sales, including:
product suitability
quality of customer service
viability of the product line to the customer’s business
offering alternative products.
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:
collects and organises information to review and analyse personal sales outcomes against agreed sales targets, according to business policy and procedures
identifies factors affecting sales performance and develops strategies to attain sales targets.
Context of and specific resources for assessment
Assessment must ensure access to:
a business-to-business sales work environment
relevant documentation, such as:
business policy and procedures
business plans and objectives
a range of customers with different requirements.
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 performance in the workplace
customer feedback
written or verbal questioning to assess knowledge and understanding
review of portfolios of evidence and third-party workplace reports of on-the-job performance.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.
Replaces
State Code National Code Title Type
S6108 SIRWSLS005A Analyse and achieve sales targets Unit of competency
Replaced By
State Code National Code Title Type
AWX34 SIRWSLS002 Analyse and achieve sales targets Unit of competency