Unit of competency Outline

Date retreived
22/07/2026 11:33 PM AWST

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Lead and manage a sales team

Lead and manage a sales team

Unit of competency
National Code
BSBSLS502
State Code
AUK27
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
25/03/2015
View on TGA
State Implementation and Classification
Approved Date
15/09/2015
Field of Education
080501 - Sales
Original Release Date
15/09/2015
Nominal Hours
40
Description
This unit describes the skills and knowledge required to plan, implement, direct and evaluate sales team activities.It applies to individuals working in a supervisory or managerial sales role who provide leadership to a sales team to increase the effectiveness of their performance.No licensing, legislative or certification requirements apply to this unit at the time of publication
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 appropriatetraining 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 clientfocused 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 crossselling 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 Takecorrective actionwhere substandard sales team member performance is identified
  • 3.5 Adjust sales team planning in light of evaluation processes
No information
No information
Replaces
State Code National Code Title Type
D1003 BSBSLS502A Lead and manage a sales team Unit of competency
Replaced By
State Code National Code Title Type
OCF92 BSBLDR522 Manage people performance Unit of competency