Business & Education Consulting Group, S.C.

Baldrige Model Experts

Certificación de Fuerza de Ventas

2018 por Objetivos

 

Se ofrece 8 veces al año

8 horas por sesión

1. Ofreceremos a los distribuidores de la industria automotriz una certificación de Asesores de Ventas de las metas que cada Grupo Automotriz defina. 

Un ejemplo de las metas que se han definido para el Asesor de Ventas son:

1. Venta de vehículos de forma proporcional en cada una de las semanas del mes con metas personalizadas por asesor.

2. Realizar por lo menos 20 contactos diarios a clientes (incluyendo a clientes de la base de datos de clientes que nos compraron de 2013 a la fecha, llamadas a clientes que compraron en otras agencias pero que vienen a servicio y a clientes potenciales marcados en las referencias de crédito de los clientes)

3. Envío de 20 propuestas personalizadas vía whatsapp con 4 diferentes esquemas de pago un día antes de llamar a los clientes revisadas de la situación particular y preferencias de cada cliente registradas en los diferentes sistemas de la Agencia.

4. El número de propuestas podrá incrementarse hasta lograr 10 conversaciones inteligentes con los clientes.

5. Realizar el porcentaje indicado de conversión a ventas de piso y citas show room 20% de las visitas de clientes a piso deben convertirse en ventas.

6. Al menos 50% de las ventas deben ser realizadas a crédito.

7. Al menos 40% de las ventas deben realizarse implicando la toma del auto del cliente.

8. 100% de las ventas totales al mes deben contemplar la mezcla de vehículos fijada por la Gerencia de Ventas para ese mes.

10. 50% de las citas concertadas con los clientes deben incluir una prueba de manejo.

11. 40% de las ventas deben implicar un avalúo realizado por la agencia.

12. Debe cumplirse con un 12% mínimo de conversión a citas.

12. 12% de las ventas deben estar realizadas mediante la figura de arrendamiento y en todos los casos por escrito plantear también esta posibilidad.

13. 30% de las ventas del mes deben haber implicado la venta de un seguro multianual

14. 30% de penetración de seguros contra contado

15. 30% de las ventas deben incorporar la venta de garantías extendidas.

16. Realizar el examen de certificación de canal y técnico de vehículos y  de metas por puesto hasta obtener una calificación aprobatoria de 95 sobre 100 para tener el Certificado.

 

Capacitación y Assessment Center de 

Comportamientos por nivel de dominio de Competencias Laborales por Grupo Automotriz

Se ofrece 2 veces al año en una sesión de 4 horas por cada competencia.

Se realizará una sesión con las personas que lleguen al 90 porciento de sus metas, brindándoles la oportunidad de conocer y ser evaluadas en el dominio de las competencias organizacionales como parte de su plan de carrera.

Todas las competencias se definirán, difundirán y evaluarán en los niveles básico, intermedio y avanzado.

1. Liderazgo servicial

 

2. Orientación al Cliente sobre bases competitivas

 

3. Planeación Estratégica orientada a la Competitividad

 

4. Negociación y Cierre de

 

5. Negociaciones con visión estratégica a futuro.

 

6. Orientación a Resultados Rentables

 

7. Competitividad y Profesionalización de Puesto

8. Trabajo en equipo y Desarrollo de Colaboradores

9. Mejora Continua orientada a la Competitividad

 

10. Creatividad e Innovación hacia la Competitividad

Construcción y Ejecución de Instrumentos personalizados de los 7 puntos estratégicos en el Premio Nacional de Calidad 2018 y Premio Malcom Baldrige de Competitividad 2018

Se imparte 1 Sesión de 4 horas al mes por tema 

 

Se realizarán invitaciones a los Directores de Marca y Gerentes para desarrollar puntos estratégicos del Modelo Malcom Baldrige y del Premio Nacional de Calidad 2018.

El índice de categorías es el siguiente:

1 Leadership

2 Strategy

3 Customers

4 Measurement

Analysis, and Knowledge Management

5 Workforce

6 Operations

7 Results

El Modelo Completo puede apreciarse en el siguiente link:

Plan de Vida y Carrera 2018

 

Metas Profesionales, Familiares, de Salud, Financieras, de Trascendencia, Servicio y Recreación por Familia

Se imparten 2 sesiones de 8 horas al año

1.- Plan de Vida, Carrera y Productividad Anual por cada persona que asista siguiendo la metodología de Robert Kaplan en la que se alinean las metas profesionales y personales.

Monitoreo Personal y Laboral en Página Web Personal

2.- Estas metas se podrán monitorear en nuestro Sistema de Medición y Aceleración de la Productividad con 42 beneficios capitalizables para su empresa y los participantes durante un año.

Estudio de Huella digital de Talentos personales del Colaborador y un miembro de su Familia.Perfil y Branding Personal

3. Estudio realizado por uno de nuestros socios de negocios (con inversión independiente).

Entrenamiento por Especialista/Auditor Certificado en Productividad y Calidad

4. Sesión de 8 horas en el Hotel Sheraton u Hotel Crown Plaza.

Instalaciones y Servicios de Clase Mundial

5. Alimentos y Material incluido.

Marcos de Referencia para alineación de Metas de los Principales Centros de Investigación Especializados

6. Información sobre Finanzas Personales, Crecimiento Laboral, Productividad, Competitividad y Satisfacción de Universidades Internacionales. 

Programa Anual de Desarrollo para la Industria de Distribución de Automotores 2018

Otros productos y servicios que se ofrecen a este nicho pero se adquieren individualmente

1. Metas por puesto en materia de Productividad, Calidad, Satisfacción y Servicio.

2. Configuración de Ventajas Competitivas Unicas por Agencia para incrementar afluencia de clientes y fidelización.

3. Sistema de Méritos y Reconocimientos.

4. Interfase a nuestro Sistema de Aceleración de productividad, calidad y servicio adaptado a la operación de distribuidoras.

5. Consultoría para desarrollar los 81 mecanismos de competitividad  del Modelo Malcom Baldrige.

Invitación a Muestra de Programa Anual Distribuidores Automotrices 2018

Hotel Sheraton Santa Fe | Hotel Crown Plaza

                           Enero, 2018

En México, Grupo Andrade ganó el Premio Nacional de Calidad en la década de los 90 y hoy, esa sola firma vende el 3% del total de vehículos vendidos a nivel nacional. Asimismo, las empresas que pasan por un proceso de consultoría Baldrige, reportan un 821% de retorno sobre la inversión por cada dólar invertido.  Entusiasmados por lo que se puede hacer en este nicho a nivel Latinoamérica, se realizó un trabajo de consultoría  piloto con el fin de configurar un Programa Integral para  Distribuidores de la industria a partir de 2018 basado en las premisas del Modelo de Competitividad Baldrige.

Sesión Inicial de Coach Ejecutivo Personalizado

Se ofrece sesión inicial antes de realizar Plan de Vida y Carrera como trabajo previo para vislumbrar oportunidades, obstáculos, necesidad de recursos, alianzas, determinación de objetivos por áreas y si se desea se tiene al coach disponible para sesiones futuras en el año con inversión personal del candidato.

En EUA el Premio Malcom Baldrige es el máximo reconocimiento en materia de competitividad al que una compañía puede aspirar, el Presidente de la nación lo otorga cada año a lo más competitivo a nivel mundial de sus empresas de distintas empresas . Distribuidoras de automóviles como Lexus y Ford han sido ganadoras, ésta última Don Chamlers en el año 2016 contribuyendo extraordinariamente al Producto Interno Bruto de Nuevo México.

9:00-11:00    Desarrollando Ventajas Competitivas Únicas en cada Gerencia

                     (muestra de la Modalidad Coaching-Consultoría  Baldrige, los

                     participantes construyen el instrumento durante la sesión).

11:30-13:30 Assessment Center de la Competencia Orientación al Cliente

                    Competitiva.

 

13:30-14:30 Comida

14:30-16:30 Plan de Vida y Carrera Personal y Profesional 2018

Business & Education Consulting Group, S.C.

Baldrige Model Experts

Verificación del Indice de Satisfacción Personalizado con todos sus clientes y los clientes internos estratégicos

Entrevistamos a sus clientes proporcionando un análisis objetivo, estadístico y oportuno de todas las áreas estratégicas para la venta.

Indice de Satisfacción y Página por Empresa de Personas de Excelencia, con entrevistas, testimonios e índice de satisfacción anual.

Le damos todos los elementos para que si usted desea incrementar su satisfacción laboral por área puede convertirse en un Great Place to Work. R

42 Benefits of Our Program

 

1. ACCELERATION OF PERFORMANCE TARGETS.

 

Our Business Accelerator is a methodology that achieves  improvements in response time, quality, service and/or  within 90 days.

 

2. CUSTOM SETTING OF REQUIRED RESPONSE TIMES

 

It has the functionality that each link in the value chain can objectively stipulate the times it takes a collaborator to complete a task, and compare it with the time that it should take them, according to the next link in the value chain. Working together, the company can thus meet its guaranteed production time and/or delivery time to its clients. 

  

3. COMPARISON AND RATING OF ASSIGNED TIMES WITH REAL TIMES

 

It records the times needed to accomplish different tasks and can compare them, in order to break internal records and raise the competitive advantage of the company as a whole, with regard to guaranteed delivery times.

 

4. PERSONALIZED SETTING OF TECHNICAL CHARACTERISTICS TO BE ACHIEVED WITH STANDARDS FOR THE FINAL CUSTOMER

 

It measures the technical parameters of the times it takes a collaborator to carry out a task, and compares them with the parameters requested by the user of the process, product or service.

 

5. COMPARISON OF QUALITY PARAMETERS IN ORDER TO BEGIN SLOWLY IMPROVING THEM

 

It records the different quality parameters for each function and can compare them, so that over time the standard can gradually be raised, making the collaborator, the position, the department, and the organization more competitive.

 

6. PERSONALIZATION OF SERVICE PARAMETERS BY EACH LINK IN THE VALUE CHAIN

 

It measures the service parameters (personal value added) that a collaborator adds to each assigned function.

 

7. PERSONALIZATION OF PARAMETERS OF ADDED VALUE BY EACH LINK IN THE VALUE CHAIN

 

It allows you to stipulate the value added that the user would like to have in the requested product or service, not in relation to time or technical characteristics, but in relation to special attention, customer service, anticipation of interpersonal problems and their resolution, etc.

8. SETS, STIMULATES AND INCREASES INNOVATION 

 

It allows each user to record their requirements for innovation in some product, process or service that they are requesting, and that adds value to the price, brand, guarantees or returns on investments by the company.

 

9. MEASURING THE ACCUMULATED INNOVATIONS ORGANIZATIONALLY, BY PERSON OR DEPARTMENT THAT ARE SUSCEPTIBLE TO BEING ADDED AS ATTRIBUTES TO THE COMPETITIVE ADVANTAGE, EITHER IN FEATURES OR PROCESSES.

 

It allows you to store all the innovation parameters by person or by period, so that once it is completed successfully, they can be added as competitive innovative advantages to the final product or service that the company offers.

 

10. PERSONALIZED SETTING OF MEASURES AND INDICATIONS OF CUSTOMER SERVICE

 

It has the functionality that each link in the value chain can stipulate objectively the authorized and efficient mechanisms, so that when some aspect of its promises to internal or external clients is not met, in any way, both client and collaborator can know what needs to be done to resume efficiency, with as few upheavals as possible to the internal and external client, and with the costs measured and authorized by the company.

 

11. DE FACTO TRAINING FOR EACH COLLABORATOR AS A MICROENTREPRENEUR RESPONSIBLE FOR THEIR BUSINESS UNIT

 

It provides the collaborators with a tangible tool, personalized by themselves, which empowers them to take ownership of the microenterprise to which their position corresponds. It trains them to be leaders and to have interdepartmental goals, individual goals and collective goals.

 

12. SELF-REGULATED SYSTEM. NO EXTERNAL CRITERIA ARE IMPOSED FOR IT TO BEGIN FUNCTIONING. THE SPEED IS SET AND INCREASED BY EACH PARTICIPANT, AND TOGETHER YOU CAN ACHIEVE HARMONONIOUS, SUSTAINED AND GAINFUL ACCELERATION.

 

Acceleration is a tangible tool for implementing participative leadership in an organization, since each collaborator establishes his of her goals regarding time, quality, service and innovation, but does so through negotiation with their internal and external clients. They establishing, through their own page on the internet, the micro-contracts that will help their company cover, and even exceed, the conditions of their contracts with clients, thus winning the battle of brand loyalty, exceeding expectations without increasing costs. The fact that the warranties and qualifications are recorded allows the collaborators themselves to contribute to increasing the standards of their guarantees offered every year, and for them to be remunerated by the firm.

 

13. TALENT FINGER PRINT

 

The System reflects the “finger print” of talents, abilities and work competencies, in the order in which each collaborator has their own set of strengths, thus helping visualize and incorporate the idea of a collective consciousness. Everyone contributes in different way, but shares the commitment to cooperate, in order to achieve the self-stipulated guarantees, and in order to achieve and improve the efficiency of their own work. At the same time, we have Master Specialists in increasing decision-making abilities and work competencies. (This service of increasing abilities is not included in the standard price of the program, but is offered for a specific additional price, tailored to the case of each company.)

 

14. SYSTEM OF RESOLUCION AND REDRESS OF COMPLAINTS

 

The system has a mechanism to stipulate objective, descriptive complaints, that allows the supervisor of the collaborator who is registering the complaint, to find out immediately and help the collaborator not only correct the situation, but also repair the damage to the internal and external customer, so that the surplus of what is received from each user is always maintained, throughout the chain of value, and it adds exponential value to the uniqueness of the competitive advantage.

 

15. RESPONSE TIME TO A COMPLAINT

 

The accelerator keeps track of how long a person, a position, a department, a place, a region or a company name takes to resolve a complaint, and how much the complainant estimates the resolution and reparation will cost.

 

16. CALCULATING THE RETURN ON INVESTMENT BY COLLABORATOR

 

The accelerator calculates the ROI of the collaborators in terms of how much the business unit costs and how much it would cost to subcontract that service outside the firm, taking into account that the guarantees offered internally and externally are comparable. This allows the company to carry out their evaluation of importance by positions, and to make decisions regarding which areas or persons it would be better to subcontract externally, making that process more efficient for the company.

 

17. SELF-REPORTS OF PRODUCTIVITY

 

The accelerator has the capacity for each collaborator to record their own services or products carried out, even if the user to whom they were delivered has not requested them through the accelerator. Although they are encouraged to do so, many daily tasks can be reported each month by a collaborator. When the company wants to verify the achievements of a position, a department or one of its company brands, they can see individual productivity reports on a monthly, bimonthly, or weekly basis, or in whatever period is convenient.

 

18. SCORING AND COMPARISON OF HOW WELL THE COMPANY HAS MET ITS OBLIGATIONS TO ITS CLIENTS.

 

The Accelerator has the capacity for its external customers’ collaborators to rate productivity, quality, service and innovation, taking into account the contractual conditions that were set in consultation with them. The company employing the Accelerator can thus have access to objective elements, in terms of numbers and dates, about each time the customer’s expectations were met, weren’t met, or were exceeded. This makes it possible to renew contracts under conditions more favorable to the company hiring the accelerator.

 

19. ACCREDITATION OF POSITIONS INTO DIFFERENT FUNCTIONS, DEPARTMENTS, REGIONS OR COUNTRIES

 

This Accelerator has the capacity to accredit functions, positions, and activities when the same position exists in different geographical regions. It can thus standardize, as far as possible, the activities and guarantees of the same position in different regions of the world, with the objective of turning the company employing the accelerator into a franchisable and predictable company, with regard to guarantees by position and by product or final service, after adding this effect of accreditation to all positions and regions.

 

20. COMPARISON WITH NATIONAL AND INTERNATIONAL STANDARDS OF COMPETITIVENESS

 

The Accelerator has the capacity to compare standards and functions, by area, of the company employing the Accelerator with the standards of the National Model of Competitiveness, whose highest achiever each year wins the National Quality Award given by the Presidency of the Republic. It can compare them with the ISO9000 norm, or with the North American Malcolm Baldridge National Quality Award, which is granted, by industry, by the President of the United States of America. This function is for companies that have already achieved a maximum degree of internal and external satisfaction with their clients and that want to sell their services abroad with the certainty that they are meeting the highest standards in the world, according to their industry and its functions.

 

21. DIAGNOSIS OF EXTRINSIC AND INTRINSIC SATISFACTION AND OF ORGANIZATIONAL MATURITY

 

The Accelerator carries out a thorough examination of these aspects with all the collaborators, anonymously, and establishes measures to be taken by each person with subordinates, so that the conditions of reporting satisfaction can be improved within 90 days or less, and thus satisfaction, maturity and acceleration can trigger an equilibrium that favors growth which is accelerated, but is pleasurable, free, and promotes cooperation among departments and throughout the chain of value, with clients and providers.

 

22. ADAPTED TO THE ORGANIZATIONAL MATURITY OF EACH COMPANY

 

The system is adapted to verify, first, how open the personnel are to using an instrument for measuring, comparison, compensation, training and promotion, like this Business Accelerator. We therefore begin by using a system in which each person can see graphs of their own productivity, quality, service and innovation, as can their boss. You can then proceed to the next level, where co-workers in the same position or department can see the whole team’s ratings, and can offer each other support. Finally, when the company is completely mature, all the departments can see everyone else’s ratings.

 

23. FLEXIBILITY OF INCLUDING OR EXCLUDING INDICATORS

 

The accelerator has the capacity to include all strategic indicators for measuring the company, or to exclude certain indicators that already exist. This is determined through strategic planning and vision, as well as by the parameters set for that year by the head office in some other country.

 

 

24. THE ACCELERATOR DOES NOT IMPLEMENT ANY SYSTEM OF SANCTIONS OR PUNISHMENTS

 

In treating each collaborator as an intelligent agent who adheres to a self-regulated system, under the best possible conditions, all that this system does is to recognize people for their productivity, quality, service, innovation, or any other parameter that might be added by the company. Thus, their effort can be praised and recognized, in keeping with the economic benefit that their participation provides and the impact that is has on their co-workers.

 

25. LEGAL VALIDITY

 

The use of the accelerator as a measure of a collaborator’s performance can be legally formalized through an addendum to the contract, in which both parties recognize that their ratings, functions and guarantees will be recorded there. Thus the worker can rest easy, since he or she can keep track of their own productivity. On the other hand, it can be a useful tool for the company, in extreme cases of ongoing worker negligence, when there is evidence that the worker received help, training and the necessary tools, but deliberately is not complying with the requirements stipulated as guarantees of their position. It is also a useful tool in negotiations with unions.

 

26. ABILITY TO UNDERGO AN AUDIT, IN THE AREAS OF AUDITING, QUALITY AND HUMAN RESOURCES

 

This system can undergo an audit with a sample of deliverables, so that the system is controlled and the participants can submit fair ratings; otherwise, they will be penalized for entering false information into the system of organizational information, or of prejudicing or arbitrarily rating a collaborator whose service or indicators don’t merit that rating.

 

27. PARALLEL INFORMATION IN YOUR OUTLOOK SYSTEM OR COMPANY EMAIL

 

The Accelerator has the capacity to send deliverables that are registered on it, as well as with the email address that the user registers. This provides the company with a system of information by theme in its emails, and with one by person, with indicators by task within the accelerator.

 

28. GROUP AND INDIVIDUAL CHARTS WITH STRATEGIC MEASURING FACTORS

 

The administrator can obtain charts of productivity, quality, service, and innovation, by person, position, department, region, country, age group, gender, neighborhood or local geographical area, and by whatever other criteria the contract holder wants measured and believes strategic for their organization.

 

29. PRINTING OF PERIODIC REPORTS, COMBINED AND/OR STRATEGIC

 

The Accelerator can print data and reports, in whatever combination the company decides on, in PDF format and on paper.

 

30. DELIVERABLES IN THE SYSTEM SUSCEPTIBLE TO BEING AUDITED

 

The system stores all the deliverables that prompt ordering products, processes or services, that a person using the system has requested, and it can group them together by themes.

 

31. IT OFFERS RECOGNITION IN THE FORM OF MEDALS THAT CAN BE EXCHANGED FOR BONUSES, PROMOTIONS OR TRAINING COURSES

 

The Accelerator gives prizes and counts points achieved by each collaborator, as agreed upon in advance with the general direction and the finance department. When someone achieves a level of productivity, they have the right to a determined number of points that can be exchanged for bronze, silver or platinum medals, which are equivalent to points with which they can choose among articles in cash, bonuses, points toward competing in a contest, or regional or internationacourses.

 

32. COMPLETELY CONFIDENTIAL INFORMATION AND ACCESS TO STANDARDS BY INDUSTRY

 

The accelerator maintains the name of the company anonymous. We only ask for information for statistical purposes, so we can register extraordinary increases in order to define them as industry records, in different journals published nationally or internationally. We can mentioning your company by name or not, according to your preference. It allows you to see the records of other companies

 

33. SYSTEM IN ENGLISH AND IN SPANISH

 

We currently offer the system in two languages, with all the operative functions.

 

34. SECURE INFORMATION 24 X 7

 

Our information is safeguarded on the two best servers in the United States, ranked as the most secure in the world, in terms of confidentiality of information and the system staying online.

 

35. SHORT-TERM IMPACT

 

Our accelerator has the greatest impact during the first few months.

 

36. SPOKEN TUTORIALS IN ENGLISH AND IN SPANISH

 

We offer intuitive manuals with screens and step-by-step instructions mapped out, for easy management of the benefits, data and information mentioned above.

 

37. THE ONLY SYSTEM THAT MEASURES THIS COMBINATION OF VARIABLES

 

Competitors, strategic indicators, bonuses, providers, returns on investment, complaints, customer service, delivery by the company to its own clients, talent finger print, exchangeable bonuses, comparisons with national and international industry, etc.

 

38. CUSTOM INDICATORS

 

The capacity to add to the system any other pertinent and synergistic change that the contracting company finds useful, with the best prices on the market, by programmer hour.

 

39. NO-COST INSTALLATION

 

Nearly immediate implementation of all the first-level functions provided by the acceleration.

 

40. TRAINING BY EXPERTS TRAINED IN EUROPE AND CERTIFIED IN IS09001-2015

 

All the training of the personnel and the executives, the didactic material, videos and multimedia material, is created and/or designed by specialists trained and certified.

 

41. FOMENTS ENTREPRENEURISM SERVING THE FIRM ITSELF

 

This methodology allows persons with sufficient time and expertise to become providers of services to the company that hired them initially, and offers them support to form part of the company’s chain of value. In this way, they represent a lower cost to the firm, with service contracts in which lifelong loyal competency is legalized. That is, a person who offers goods and services to the company has the legal obligation to not work for the company’s competitors, under penalty of a fine set by the company itself. These projects are carried out jointly with the company and the collaborator, with the Accelerator offering them the commercial, operative and legal support they need, at competitive prices within the market, as long as the company finds it profitable and proposes candidates for the program. This contributes, at the macro level, to the lack of resources for offering dignified pensions to collaborators who perform excellent work, but whose needs cannot be covered efficiently by the national system.

 

42. TAX DEDUCTIBE FISCAL RECEIPTS

 

95% of the funds received from this company are channeled into projects dedicated to social development, inclusion, economic development, and education, with which we invite all our clients/patrons to familiarize themselves.

Business & Education Consulting Group, S.C.