Impacto del coaching socioformativo como estrategia de formación integral en la industria del alojamiento, México

摘要

This study analyzed the impact of coaching as astrategy for training sales personnel in the hotel industry inMexico. The aim was to offer quality services and marketingby improving the training and education of sales personnel,providing strategies that integrate the emotional dimensionin human development to provide a high-quality service at afair price. The research methodology consisted of a quasi-experimentalstudy using a descriptive-comparative design,with a sample of 30 participants who comprised the experimentaland control groups. The technique of stratified probabilitysampling was used, considering the functions of thepersonnel, the characteristics of the hotel and the geographicarea where they are located. Two questionnaires wereused as research instruments: one with sociodemographicindicators and the other based on indicators that measurethe impact of coaching on work performance as well as aninterview script. The results were obtained by comparing theobtained frequencies according to the variables establishedwith and without coaching. These results showed the positiverelationship of sales executives who underwent the coachingcourse and the characteristics and objectives that themanagers asked of those in charge of this area in their hotels.One important conclusion is that the training must includehuman development as the foundation for performing dailywork, always accompanied by a good leader who aids in personaland professional development in a comprehensive way.