Reestructura del programa de competencias blandas para mejorar la productividad del área comercial en Automotores y Anexos de la ciudad de Quito

Abstract

Abstract: The research conducted aims to develop soft skills in the commercial area of Automotores y Anexos S.A., based in the city of Quito, in order to improve the productivity and performance of sales advisors. To this end, a general organizational diagnosis was conducted, enabling the identification of dysfunctions associated with internal communication, performance feedback, motivation, emotional management, and resilience to pressure from business results aspects that directly affect the work dynamic and the outcomes achieved in a study area characterized precisely by those results. Once the diagnosis was completed, various improvement options were examined in a prioritization matrix, with the primary alternative being the design of a continuous feedback system supported by Management 3.0 style methodologies such as the Feedback Canvas and Kudo Cards. Furthermore, the proposal s validation is based on a real-world success story that demonstrates how continuous feedback has a positive effect on employe engagement and performance. Finally, a structured action plan is established, based on the Inter-American Development Bank s (IDB) seven-step project management methodology, to ensure the viability and sustainability of the proposed initiative.