Indicadores de cumplimiento organizacional industriales: caso departamento de comercialización.

Abstract

The present work describes the importance of the application of management indicators, which allow to evaluate the degree of fulfillment of the goals established by the departments and how they pay tribute to the organization; The objective of the case study is to analyze the fulfillment of the goals of the Sales Department, through indicators to achieve the commercial objectives of the company Industrias De la Cruz ”. By means of research, bibliography of case studies on the subject to be developed, the descriptive method is used and with the collaboration of the company's staff, they allowed to identify through direct observation the dynamics of the sales process and the strategies applied by them to achieve the objectives commercial; From the particular to the general they helped determine the ways of calculating the indicators and be able to compare them with the established goals. The information collected at each point of sale or distribution, generated discussion due to the fulfillment of minimum goals by the points of sale or distribution which resulted in a wide margin of effectiveness and efficiency in the months of July to October that generated that the company industries De la Cruz, must comply with the incentives stipulated for compliance with minimum goals; It can be concluded that the application of indicators is essential in the business field, not only for evaluating or measuring the degree of compliance and being able to take corrective actions, but also used to incentivize commercially achieved goals.