Propuesta de seguimiento de indicadores clave de desempeño en ventas de Imasa en el año 2025
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Date
2025-11-06
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Universidad Tecnológica Centroamericana UNITEC
Abstract
La investigación busca proponer un mecanismo para el seguimiento de indicadores clave de desempeño (KPI) en el departamento de ventas de IMASA, con el fin de optimizar el cumplimiento de las metas comerciales y fortalecer la toma de decisiones estratégicas. Se planteó el problema partiendo de las limitaciones en la confiabilidad y el autoservicio de la información, lo cual afecta la gestión y motivación del equipo de ventas. En el marco teórico se abordan conceptos de inteligencia de negocios, modelos de aceptación tecnológica y matriz de decisiones, que sirvieron de sustento para la propuesta. La investigación combinó un enfoque cuali-cuantitativo mediante el análisis de las encuestas, entrevistas y matrices de decisión aplicadas. Se evidenciaron altos niveles de latencia en el acceso a los KPIs, buena confiabilidad de los datos y ausencia de protocolos claros de comunicación, limitando el desempeño del equipo. Con base en estos hallazgos, se diseñó una propuesta recomendando la implementación de Power BI, acompañada de un plan de gobernanza de datos, capacitaciones constantes y un plan de adopción gradual. La solución permitiría reducir la brecha informativa, incrementar la autonomía del equipo y generar un impacto positivo en la competitividad de la empresa en el mercado.
This research seeks to plan a mechanism for tracking key performance indicators (KPIs) in IMASA's sales department, with the goal of optimizing the achievement of commercial goals and strengthening strategic decision-making. The problem was posed based on the limitations in the reliability and self-service of information, which affect the management and motivation of the sales team. The framework addresses concepts of business intelligence, technology acceptance models, and decision matrices, which served as the basis for the proposal. The research combined a qualitative and quantitative approach through the analysis of surveys, interviews, and decision matrices. High levels of latency in accessing KPIs, poor data reliability, and a lack of clear communication protocols were evident, limiting team performance. Based on these findings, a proposal was designed recommending the implementation of Power BI, accompanied by a data governance plan, ongoing training, and a gradual adoption plan. The solution would help reduce the information gap, increase team autonomy, and generate a positive impact on the company's competitiveness in the market.
This research seeks to plan a mechanism for tracking key performance indicators (KPIs) in IMASA's sales department, with the goal of optimizing the achievement of commercial goals and strengthening strategic decision-making. The problem was posed based on the limitations in the reliability and self-service of information, which affect the management and motivation of the sales team. The framework addresses concepts of business intelligence, technology acceptance models, and decision matrices, which served as the basis for the proposal. The research combined a qualitative and quantitative approach through the analysis of surveys, interviews, and decision matrices. High levels of latency in accessing KPIs, poor data reliability, and a lack of clear communication protocols were evident, limiting team performance. Based on these findings, a proposal was designed recommending the implementation of Power BI, accompanied by a data governance plan, ongoing training, and a gradual adoption plan. The solution would help reduce the information gap, increase team autonomy, and generate a positive impact on the company's competitiveness in the market.
Keywords
(Adopción, Indicadores, Inteligencia de Negocios, Tableros, Ventas)