EVALUATE PERSONAL SALES PERFORMANCE IN THE RETAIL INDUSTRY

This Unit Standard is intended for learners in automotive sales who are required to forecast, monitor and evaluate their own performance from statistical information and market trends.

• Unit 1: Evaluate information for forecasting sales against company expectation.

  • Information that can be used to forecast sales is accessed according to company policies, procedures and methodologies.
  • The information obtained is evaluated with reference to the previous month's company sales reports.
  • Past industry sales performance is analysed in relation to personal sales. 
  • Own performance is evaluated against past industry sales performance and reasons for deviations are provided.

  Unit 2: Make and record sales forecasts based on market factors.

  • New factors that could impact upon sales targets are identified in terms of company and market constraints.
  • Adjustments to sales targets are calculated based on assessed factors affecting sales.
  • Sales figures and forecasts for the next three months are obtained according to organisational guidelines.
  • Personal sales forecast are developed according to standard procedures.
  • Own forecast is evaluated against managerial targets with reasons for deviations. 

  Unit 3: Monitor and evaluate previous own sales performance against own forecasts.

  • Previous sales performance is evaluated against a personal sales plan forecast.
  • A deviation report of objectives not met during previous sales months is submitted according to company procedures. 
  • Shortcomings in personal performance are listed and corrective steps proposed in terms of creating a personal development plan.