Lead and Manage a Sales Team

One Step Further Pty Ltd
Elanora, QLD, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' This unit describes the performance ourcomes, 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.

Elements:
1. Plan Sales Operations
Performance criteria:
1.1 Set sales tems objectives
1.2 Prepare sales plan and budget to support attainment of objectives
1.3 Develop objestives 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 objestives
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
Performance criteria:
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
Performance criteria:
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 process

...''

Elements of this syllabus are subject to change.

Phone:(07) 5593 9111

School Address/Venue(s):

PO Box 4432
Elanora
Queensland, 4221 Australia



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