Without a doubt the main factor that we find in many commercial structures is the lack of motivation. Whether due to structural factors of the company, leadership inability of its managers, lack of organization in the corporate design. As a result of this problem, it promotes a climate of apathy, which significantly impacts the productive results of the corporation.

2. Vertical structures.

Although they tend to be increasingly rare, as we integrate more and more management models with autonomous statutes, we still continue to find corporations with vertical structures, in which all decisions and proposals have the same origin, which generates a lack of autonomy. for decision making, as well as the exoneration of labor responsibility by the work team, in the face of business proposals and opportunities. Resulting in the loss of reaction capacity, a consequence of the established bureaucratic structure.

3. Lack of internal promotion programs.

There are very few entities that establish internal promotion programs, although they are not the vast majority. These types of structures are more likely to make new hires than to establish professional development programs, which serve to attract and relocate talents to promotion positions. In Spain we can still find professionals anchored in the same positions in which they started, some with more than 10 years with the same professional category, and of course without any promotion proposal designed to achieve their maximum professional performance. Situation that entails two possible consequences:

• Flight of talent.
• Proclamation of a state of comfort without a hint of evolution.

4. Absence of a strategic business plan.

Although it may seem incredible, there are still corporations without strategic business plans. And worse still, with personnel fulfilling an indefinite roadmap, without being focused on its achievement, with a “multitasking” category, and in general, with a “short-term” vision of the assigned plans. The result of this training is clearly the inability to obtain results and established budgets.

5. Absence of incentive plans, or unattainable plans.

This situation is becoming less and less likely, especially when we talk about the absence of incentive plans that are added as an annual variable to the remuneration obtained, as a consequence of the production generated. However, we still find anachronistic systems, which are based on the non-existence of incentives or, most commonly, on variable remuneration plans that are completely out of reality and outside the market.

Commercial teams are the “most important commercial weapon of a business structure”, they are made up of professionals who dominate the market for purchase and sale transactions of our products and/or services, and who also know the business volume of our corporations. Not taking into account these reasons for lack of performance, without any intention of acrimony, is to fall into the biggest and most absolute mistake in terms of the productivity of our companies.