From Package: Business Services
What you get
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.
Learning Outcomes
By the end of this training course, participants will:
| 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 |
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