Planning (planning or planning) is an administrative function that includes the analysis of a situation, the establishment of objectives, the formulation of strategies to achieve these objectives, and the development of action plans that show us how to implement these strategies. In other words, planning analyzes where we are, establishes where we want to go, and indicates what we are going to do to get there and how we are going to do it.
Planning is the first administrative function since it serves as the basis for the other functions (organization, direction and control). By proposing objectives and indicating what is going to be done in order to achieve them, it allows better organization of areas and resources, better coordination of tasks and activities, and better control and evaluation of results (by allowing the results obtained to be compared with those planned).
The advantages of timely planning (not hasty or less improvised) are several, highlighting among them, the "reduction of uncertainty and risk", since planning in practice is anticipating, anticipating problems that may arise, which It leads us to be more efficient in the use of both human and financial resources, and as a whole, it reduces the risk of improvisations.
But, and more often than we might think, planning is often considered to be only for commercial managers, who plan sales objectives and strategies for their team, and this "general planning" is understood as an "order ” Of the company and according to it, yes or yes, it must be complied with. I agree with this, because without these guidelines, it would be impossible to achieve the objectives and goals established by their owners and, without a doubt, in their study and subsequent planning, they must have considered the potential of their sales force, analyzing their eventual productivity, as well as the compensation systems that will motivate them.The problem, in truth, is in the way in which this information is “downloaded” or, rather, in how it reaches direct producers. If it comes only in the form of “order”, it is very possible that its achievement will be difficult, finding “opposition” between them, which, it must be said, most of the time contain more excuses than logical reasons. However, a "rejection" of the imposed goals is still forming.
The most logical question is, is there congruence between the imposed goal and the personal goal of that producer? - If this “link” does not exist, the “opposition” will be greater and the final results, possibly “uncertain”.
Unfortunately, most people work only to satisfy “needs” and do not have a set personal goal, so their basic concern will always be if they will be able to reach that certain level of remuneration. If the established goal is well above that level, the producer will feel "oppressed" by it and will work with a feeling of rejection and only in fear of losing his job.
The problem raised above occurs, most of the time, when people are hired with low salary expectations and simple goals and the Leader is not able to help that producer to “seek and identify” personal goals that are congruent with those of the company or company, and even those of the work team.
The greater that congruence, the greater the acceptance, coordination of work, execution of actions, compliance with processes and the work environment will improve.
The Leader "must" help the producer to create, develop and plan personal goals so that they are in congruence with those of the company, in a work that begins from recruitment and selection and continues permanently, helping him to determine the how much, what, how and when. How much you will have to produce, what you will have to do, how you will have to do it, and when to carry out the various activities necessary to meet your personal goal. The important thing is that this personal goal should not be "imposed", but rather be a product of the producer's own motivation (in which, logically, the Leader's performance is extremely important).
So, planning should not only be carried out for the management levels, but also at the level of each of our producers, who, as a whole, by adding the different productivity, achieve both the individual goals and those expected by the company or company.
A hug, Freddy hayvard
