{"id":17631,"date":"2016-04-14T16:56:00","date_gmt":"2016-04-14T16:56:00","guid":{"rendered":"http:\/\/novosite.stratec.com.br\/desdobramento-de-metas-parte-2\/"},"modified":"2026-02-24T15:08:11","modified_gmt":"2026-02-24T18:08:11","slug":"como-hacer-despliegue-de-metas-parte-2","status":"publish","type":"post","link":"https:\/\/actiosoftware.com\/es\/blog\/desdobramento-de-metas-parte-2\/","title":{"rendered":"\u00bfC\u00f3mo hacer despliegue de metas? \u2013 Parte 2"},"content":{"rendered":"<p>Y continuamos hablando sobre <strong>despliegue de metas<\/strong> . Si te perdiste la\u00a0<a title=\"Distribuci\u00f3n de Metas: Simplificaci\u00f3n Total\" href=\"https:\/\/actiosoftware.com\/es\/blog\/como-hacer-despliegue-de-metas\/\" target=\"_blank\" rel=\"noopener noreferrer\">primera parte<\/a> de este post especial, le sugerimos que corra all\u00ed y\u00a0<a title=\"Distribuci\u00f3n de Metas: Simplificaci\u00f3n Total\" href=\"https:\/\/actiosoftware.com\/es\/blog\/como-hacer-despliegue-de-metas\/\" target=\"_blank\" rel=\"noopener noreferrer\">consulte el contenido<\/a> antes de seguir adelante. En esta segunda entrega de nuestra conversaci\u00f3n, vamos a ver otras dos formas de conseguir que toda la empresa se implique en los objetivos del negocio y se sienta corresponsable de su \u00e9xito.<\/p>\n<p>En la <a title=\"Distribuci\u00f3n de Metas: Simplificaci\u00f3n Total\" href=\"https:\/\/actiosoftware.com\/es\/blog\/como-hacer-despliegue-de-metas\/\">primera parte<\/a>, vimos un modelo de despliegue de metas bastante simple de ser aplicado, donde la meta del nivel estrat\u00e9gico era dividida entre los representantes del nivel t\u00e1ctico y luego entre los colaboradores del nivel operativo. Todo matem\u00e1ticamente igual, sin pesos ni responsabilidades diferentes para nadie. Terminamos nuestra primera publicaci\u00f3n preguntando si en realidad eso era ejecutable en cualquier mercado y si traer\u00eda buenos resultados para tu empresa. Si reflexionaste sobre el asunto y quieres dejar tu opini\u00f3n, tienes la opci\u00f3n de usar el campo de comentarios al final de la p\u00e1gina. Ahora vamos a ver las alternativas para quien no est\u00e1 muy de acuerdo con el primer modelo:<\/p>\n<h3>Despliegue de metas con margen de seguridad<\/h3>\n<p>Confiar que el 100% de sus vendedores llegar\u00e1 a la meta es tener una enorme dosis de confianza. Muchas veces uno u otro vendedor no consigue llegar a los valores propuestos o incluso el mercado no est\u00e1 tan bueno, lo que acarrea un quebranto en tu planificaci\u00f3n. Para que no est\u00e9s en problemas por ser muy optimista, define metas con un margen de seguridad.<\/p>\n<p>Manteniendo nuestro ejemplo anterior, tenemos la meta estrat\u00e9gica de 100 millones en facturaci\u00f3n anual para la empresa, a ser distribuida en cinco unidades de negocio, pero cada unidad contribuye con un porcentaje diferente para la facturaci\u00f3n total:<\/p>\n<ul>\n<li>Unidad 1: 30%<\/li>\n<li>Unidad 2: 20%<\/li>\n<li>Unidad 3: 20%<\/li>\n<li>Unidad 4: 15%<\/li>\n<li>Unidad 5: 15%<\/li>\n<\/ul>\n<p>Dentro de cada unidad tenemos cinco vendedores, cada uno tambi\u00e9n contribuye de forma diferente para el total de las ventas, de acuerdo al historial de desempe\u00f1o de cada uno:<\/p>\n<ul>\n<li>Vendedor 1: 30%<\/li>\n<li>Vendedor 2: 20%<\/li>\n<li>Vendedor 3: 20%<\/li>\n<li>Vendedor 4: 15%<\/li>\n<li>Vendedor 5: 15%<\/li>\n<\/ul>\n<p>Si el desempe\u00f1o de cada vendedor viene siendo este en los \u00faltimos meses, no vale la pena que quieras establecer metas muy altas para aquellos que tienen desempe\u00f1o menor, ya que ellos dif\u00edcilmente alcanzar\u00e1n el nivel del primer vendedor. Lo que necesitas es distribuir la meta de forma justa e igualitaria. Por lo tanto, considera la siguiente configuraci\u00f3n:<\/p>\n<ul>\n<li>Vendedor 1: 25%<\/li>\n<li>Vendedor 2: 25%<\/li>\n<li>Vendedor 3: 25%<\/li>\n<li>Vendedor 4: 25%<\/li>\n<li>Vendedor 5: 25%<\/li>\n<\/ul>\n<p>S\u00ed, la suma de las metas individuales sobrepasa la meta estrat\u00e9gica en 25%, es decir, tienes un margen de seguridad. Aunque los vendedores no tengan un desempe\u00f1o \u00f3ptimo, habr\u00e1 un vendedor \u201cm\u00e1s\u201d para garantizar que la meta estrat\u00e9gica se cumpla.<\/p>\n<h3>Despliegue de metas por productividad<\/h3>\n<p>Dejando un poco de lado las ventas, podemos tambi\u00e9n tener metas en relaci\u00f3n a la productividad de tu equipo, como tiempo disponible versus resultados. Imagina que tu equipo de ventas, compuesto por cinco vendedores, trabaja ocho horas diarias, es decir, 40 horas semanales. La meta estrat\u00e9gica es convertir 60 nuevos clientes por mes. Cada vendedor deber\u00e1 traer, de esta manera, 12 clientes nuevos.<\/p>\n<p>De las 40 horas semanales trabajadas, los vendedores pasan 10 horas captando leads y las otras 30 horas realizando trabajo burocr\u00e1tico. En esas 10 horas, se captan 20 nuevos leads y apenas uno se convierte en cliente. O sea, al final del mes, cada vendedor tendr\u00e1 cuatro nuevos clientes y la empresa apenas 1\/3 de su meta. \u00bfQu\u00e9 se hace en esa situaci\u00f3n?<\/p>\n<p>\u00a1Aumentar el tiempo de captaci\u00f3n de leads para que los vendedores puedan ser m\u00e1s productivos! Si debes doblar el tiempo de captaci\u00f3n de leads de cada vendedor, tendr\u00e1 dos nuevos clientes por semana por vendedor, lo que significa 40 nuevos clientes al mes. Pero incluso as\u00ed, no lograr\u00e1s tu meta. Entonces necesitas invertir en <strong>automatizaci\u00f3n e informatizaci\u00f3n<\/strong> de tu empresa para que los vendedores dediquen 30 horas a la captaci\u00f3n de leads y apenas 10 horas al trabajo burocr\u00e1tico, llegando a su meta de 60 nuevos clientes por mes.<\/p>\n<p>Cada proceso de tu empresa puede tener <strong>metas desplegadas<\/strong> para que todos est\u00e9n involucrados y sepan exactamente c\u00f3mo actuar para generar los resultados esperados. Si todav\u00eda no sabes c\u00f3mo definir los <strong>indicadores de \u00e9xito<\/strong> de tus procesos, est\u00e1 tranquilo, \u00a1preparamos un material exclusivo que te va a ayudar a identificarlos! \u00a1\u00a0<a title=\"Accede aqu\u00ed al material\" href=\"http:\/\/pt.slideshare.net\/Stratec\/criao-e-gesto-de-indicadores-de-processos\" target=\"_blank\" rel=\"noopener noreferrer\">Accede aqu\u00ed al material<\/a> y mejora los resultados de tu empresa!<\/p>\n<p>Tambi\u00e9n lee: \u201c <a title=\"\u00bfC\u00f3mo el despliegue de metas puede transformar tu negocio y direccionar el liderazgo de tu empresa?\u201d\" href=\"https:\/\/actiosoftware.com\/es\/blog\/despliegue-de-objetivos\/\" target=\"_blank\" rel=\"noopener noreferrer\">\u00bfC\u00f3mo el despliegue de metas puede transformar tu negocio y direccionar el liderazgo de tu empresa?\u201d<\/a><\/p>\n<p><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-18587 size-full\" src=\"https:\/\/actiosoftware.com\/wp-content\/uploads\/2018\/11\/bot-solicite-pt.png\" alt=\"Software de gesti\u00f3n estrat\u00e9gica\" width=\"600\" height=\"150\" srcset=\"https:\/\/actiosoftware.com\/wp-content\/uploads\/2018\/11\/bot-solicite-pt.png 600w, https:\/\/actiosoftware.com\/wp-content\/uploads\/2018\/11\/bot-solicite-pt-300x75.png 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/p>","protected":false},"excerpt":{"rendered":"<p>Y seguimos hablando de despliegue de porter\u00eda. Si te perdiste la primera parte de esta publicaci\u00f3n especial, te sugerimos que vayas all\u00ed y la consultes. <\/p>","protected":false},"author":10,"featured_media":52782,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[1246],"tags":[],"Idioma-posts":[1169,1167],"class_list":["post-17631","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-estrategia-e-performance","idioma-posts-espanhol","idioma-posts-portugues"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.0 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Como fazer desdobramento de metas? \u2013 Parte 2 - Actio<\/title>\n<meta name=\"description\" content=\"E continuamos falando sobre desdobramento de metas. 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