Propuesta de mejora del desempeño de la fuerza de ventas de la unidad de rentas de Pacífico Seguros
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2019-10-04
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Pontificia Universidad Católica del Perú
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La consultoría de negocios realizada a la Unidad de Rentas de Pacífico Seguros
identificó como principal problema del último año el no lograr el cumplimiento de
metas a nivel individual y grupal de la fuerza de ventas. Los últimos cambios en la
legislación del sistema privado de pensiones como la liberación de los fondos de
pensiones han reconfigurado el mercado asegurador, dando paso a la generación de
nuevos productos como las rentas particulares, donde la compañía cuenta con un 40%
de participación en dichos productos, no obstante, la problemática señalada. Para la
identificación del problema clave, las causas que lo generan y el planteamiento de
soluciones se concretó reuniones con la Gerencia Comercial de Rentas, la Ejecutiva de
Capacitación y Desarrollo y la realización de un focus group con el equipo de asesores.
La solución propuesta consiste en un plan de desarrollo de técnicas de
negociación para la fuerza de ventas, la implementación de un taller de coaching para
supervisores y otorgar computadoras portátiles para cada asesor de ventas. Los
resultados esperados para la Unidad de Rentas son el logro del nivel de cumplimiento
de 100% y el incremento de la colocación esperada de primas a US$ 180 millones
versus el presupuesto del presente año 2019, ascendiente a US$ 175 millones.
Asimismo, la ganancia neta luego de la puesta en marcha de la propuesta ascendería a
15.7 millones de soles; por lo tanto, la inversión para solucionar el problema
identificado no requiere un gasto significativo para la compañía.
The business consultancy carried out at the Income Unit of Pacífico Seguros identified as the main problem of the last year the failure to achieve the goals of the individual and group level of the sales force. The latest changes in the legislation of the private pension system, such as the release of pension funds, have reconfigured the insurance market, giving way to the generation of new products such as private rents, where the company has a 40% share in said products, however, the indicated problem. For the identification of the key problem, the causes that generate it and the approach of solutions, meetings were held with the Commercial Management of Rents, the Executive of Training and Development and the realization of a focus group with the team of advisers. The proposed solution consists of a plan for the development of negotiation techniques for the sales force, the implementation of a coaching workshop for supervisors and the provision of laptops for each sales consultant. The expected results for the Revenue Unit are the achievement of the 100% compliance level and the increase in the expected placement of premiums to US $ 180 million versus the budget for the current year 2019, amounting to US $ 175 million. Likewise, the net profit after the launch of the proposal would amount to 15.7 million soles; therefore, the investment to solve the identified problem does not require a significant expense for the company.
The business consultancy carried out at the Income Unit of Pacífico Seguros identified as the main problem of the last year the failure to achieve the goals of the individual and group level of the sales force. The latest changes in the legislation of the private pension system, such as the release of pension funds, have reconfigured the insurance market, giving way to the generation of new products such as private rents, where the company has a 40% share in said products, however, the indicated problem. For the identification of the key problem, the causes that generate it and the approach of solutions, meetings were held with the Commercial Management of Rents, the Executive of Training and Development and the realization of a focus group with the team of advisers. The proposed solution consists of a plan for the development of negotiation techniques for the sales force, the implementation of a coaching workshop for supervisors and the provision of laptops for each sales consultant. The expected results for the Revenue Unit are the achievement of the 100% compliance level and the increase in the expected placement of premiums to US $ 180 million versus the budget for the current year 2019, amounting to US $ 175 million. Likewise, the net profit after the launch of the proposal would amount to 15.7 million soles; therefore, the investment to solve the identified problem does not require a significant expense for the company.
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Compañías de seguros--Perú, Mercado--Análisis