Comparativo del Dream Team en equipos comerciales de dos empresas latinoamericanas : un acercamiento hacia el desarrollo de alto desempeño comercial

Abstract

Research question: What differences are there between high-performance commercial teams and commercial teams with the highest development potential in two Latin American companies: Dentaid Laboratories and SuperGiros? Objective: To compare the commercial equipment with better performance versus equipment with more improvement opportunities of two Latin American companies: Dentaid Laboratories and SuperGiros. Method: Qualitative research method, under the dream team methodology, in which it was sought to compare data from two commercial teams of the Latin American companies Dentaid and SuperGiros, to find similarities and differences among them. The Cattell 16 PF personality test and the McClelland questionnaire were used as data collection tools. Results: The present research work shows that the type of commercial activity and the economic sectors of the companies go hand in hand with defined types or personality traits, for which similarity was found between the members of each company, as well differences between in their motivational profile.

Keywords: work teams, dream team, performance, personality traits, motivation, organization, commercial team