Análisis de la rotación de personal comercial y su incidencia en las ventas de Casaplan-Motorplan
Fecha
2016
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Universidad de Guayaquil
Resumen
En la actualidad el éxito de una organización está compuesto de una planeación estratégica
innovadora, de la administración idónea de recursos y del óptimo desempeño del Capital Humano,
y es por ello que toda organización debe cuidarse de los problemas de estabilidad del talento
humano debido a los constantes movimientos de entradas y salidas del personal en los diferentes
niveles jerárquicos. La alta rotación del personal de ventas en la empresa Casaplan Motorplan es
un factor que incide en el cumplimiento del presupuesto mensual de ventas, puesto que la
constante variación de nuevo personal hace que los resultados del área dependan de los vendedores
exitosos y con mayor antigüedad, ya que el ingreso del nuevo personal representa sólo cubrimiento
de vacantes, no crecimiento de nómina comercial. Con el desarrollo de investigación y análisis de
datos se pretende identificar el motivo principal por el cual se origina la rotación del vendedor,
mitigar el riesgo del alto índice de rotación, recomendar estrategias de retención de talento
comercial para fortalecer el sentido de pertenencia hacia la empresa, ajustar filtros en el proceso de
selección que permitan conseguir perfiles comerciales de calidad que puedan vincularse para
aportar al logro de las metas comerciales, lo cual podrán lograr fortaleciendo el aprendizaje de
este nuevo producto, en sinergia con la experiencia de ventas previa. Fundamental el
acompañamiento de su jefe, retroalimentación y logro de la conexión emocional con la cultura
corporativa y ser parte activa en el logro del presupuesto comercial.
The success of an organization is currently comprised of a strategic planning innovative, ideal administration of resources and optimal performance of Human Capital, and is for this reason that any organization must take care of problems of stability of human talent due to the constant movements of entries and exits of staff at different hierarchical levels. The high turnover of salespeople in the company Casaplan Motorplan is a factor that has an impact on compliance with monthly sales budget, since making the continuous variation of new personnel that results in the area depend on successful sellers and oldest, since the entry of the new staff represents only covering of vacancies, not commercial payroll growth. The development of research and data analysis is to identify the main reason by which the rotation of the seller originates, mitigate the risk of the high turnover rate, recommend commercial talent retention strategies to strengthen the sense of belonging to the company, adjust in the process of selecting filters that allow to get commercial profiles of quality that can link to contribute to the achievement of business goals which will be able to strengthen the learning of this new product, in synergy with the previous sales experience. Essential accompanying his boss, feedback, and achievement of the emotional connection with the corporate culture and be an active part in the achievement of the business budget
The success of an organization is currently comprised of a strategic planning innovative, ideal administration of resources and optimal performance of Human Capital, and is for this reason that any organization must take care of problems of stability of human talent due to the constant movements of entries and exits of staff at different hierarchical levels. The high turnover of salespeople in the company Casaplan Motorplan is a factor that has an impact on compliance with monthly sales budget, since making the continuous variation of new personnel that results in the area depend on successful sellers and oldest, since the entry of the new staff represents only covering of vacancies, not commercial payroll growth. The development of research and data analysis is to identify the main reason by which the rotation of the seller originates, mitigate the risk of the high turnover rate, recommend commercial talent retention strategies to strengthen the sense of belonging to the company, adjust in the process of selecting filters that allow to get commercial profiles of quality that can link to contribute to the achievement of business goals which will be able to strengthen the learning of this new product, in synergy with the previous sales experience. Essential accompanying his boss, feedback, and achievement of the emotional connection with the corporate culture and be an active part in the achievement of the business budget
Descripción
Palabras clave
ROTACION, PRESUPUESTO DE VENTAS, RETENCION