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Persona, Empresa y Sociedad
El blog de Josep M. Lozano  
   
nov 27

Written by: Josep M. Lozano
27/11/2012 11:33 

El mundo de la gestión, cuando deviene un lenguaje cerrado sobre sí mismo, se llena de latiguillos que se repiten mecánicamente con agradable la sensación de que quien los profiere dice algo. A veces incluso parece que dice algo concreto y tangible y, así, gracias a los automatismos, se van llenando enormes vacíos de pensamiento.

Uno de estos infaustos latiguillos es "orientación a resultados". Debe pronunciarse con una entonación enfática y contundente y, a ser posible, no debe añadirse nada más. Es una perfecta frase conclusiva, que transmite de manera mucho más elegante la idea de que ya no ya nada más que añadir. Siempre queda más profesional decir aquí lo que necesitamos es gente orientada a resultados que decir por qué no te callas. Aunque viene a ser lo mismo.

A primera vista parecería que la orientación a resultados retrata a alguien trabajador, eficiente, riguroso, competitivo y ejemplar. ¡Ojalá! Porque muy a menudo la orientación a resultados lo que refleja son actitudes para las que pensar en sentido global y tener visión de conjunto son una complicación o un engorro. El discurso que absolutiza la orientación a resultados es la cara productivista y bienpensante del burdo "aquí se viene a trabajar, que pensar ya piensan otros" (lo que a menudo, dicho sea de paso, es mucho suponer). El riesgo de la orientación a resultados es desarrollar una actitud miope, que piensa poco y –sobretodo- que no hace preguntas incómodas y que no cuestiona lo convencionalmente establecido. Ni, por supuesto, la jerarquía del que establece cuales han de ser los resultados. Se trata de ser práctico, obsesionarse por lo tangible y cuantificable, y tener alergia a lo que parece teórico y abstracto (que, desde los resultados, es casi todo lo demás). Orientación a resultados; el resto, como decía el clásico, no es mi problema. Dicho de otra manera: en la falta de RSE o en el desprecio hacia la RSE suele haber mucha orientación a resultados.

En una de las campañas electorales de José Montilla hizo fortuna un eslogan desafortunado: "hechos, no palabras". Orientación a resultados. Esto plantea cuestiones complejas, que no vamos a discutir aquí, como que para los humanos no hay hechos al margen de las palabras. (Y, por supuesto, que no hay política sin palabras). Pero, en términos de gestión, supone una ingenuidad, una trampa, un error de diagnóstico, un engaño o una mistificación, según los casos. Porque… ¿Resultados, para quién? ¿Con qué legitimidad? ¿Con qué calificación valorativa? ¿Qué criterios incluye y qué criterios excluye su identificación? ¿Cómo se han obtenido? ¿Con qué consecuencias para quién? En fin, no sigo para no alargarme. En cualquier caso, me parece que deberíamos no aceptar ningún discurso basado en la orientación a resultados sin indagar y explicitar los supuestos e intereses que esconde.

Pero éste no es solo un debate analítico. Es también un debate sobre la buena y mala gestión. Mi tesis es que toda apoteosis retórica sobre la orientación a resultados no refleja otra cosa que una mala comprensión de la gestión (o la reducción de la gestión a una de sus dimensiones). Porque desconecta la gestión de, al menos, dos componentes que son indispensables para gestionar a nuestras organizaciones cada vez más complejas y a profesionales cada vez más formados… profesionales que suelen ser personas, por cierto. Porque la mera orientación a resultados convierte el trabajo en una actividad sin propósito. Quizás con objetivos, pero sin propósito. Y difícilmente una organización será viable sin un propósito compartido y creíble que la galvanice y proyecte. Por eso la mera orientación a resultados tiene también un impacto negativo en lo que atañe a la vinculación y compromiso de los profesionales. Porque reduce su actividad laboral al cumplimiento de objetivos y la obtención de ingresos, pero la vacía de sentido y significado. Quienes solo saben hablar de orientación a resultados difícilmente generarán innovación, adaptación al cambio y creatividad.

En el mundo en el que vivimos, si todo lo que se nos ocurre es únicamente que hay que tener orientación a resultados, pronto no tendremos ni tan solo resultados.

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8 comment(s) so far...

Re: Orientación a resultados? Vale ya!

En un denso volumen dedicado a la motivación Humana David McClelland afirma que la motivación de Logro se forma a partir de experiencias gratificantes que han tenido las personas que han finalizado con éxito actividades moderadamente retadoras. Si la experiencia se repite la motivación intrínseca se va afianzando en el individuo y cada vez surgen más incentivos para actuar ante este tipo de estímulos.

Hay que destacar que cualquier objetivo no moviliza a los individuos que cuentan con esta competencia, ya que éste ha de ser difícil pero alcanzable (si es demasiado difícil no motiva, pues su consecución depende más del azar que del esfuerzo personal; y si es fácil tampoco motiva pues no supone ningún reto)

El repertorio de conductas más directamente ligado con este tipo de motivación se conoce como "Orientación al logro" u "Orientación a Resultados", y las conductas a través de las cuales se manifiesta son:
1. Desea llevar a cabo un trabajo bien hecho.
2. Trabaja para conseguir las metas que le marcan.
3. Se marca sus propias metas (por supuesto más ambiciosas que las que le piden)
4. Hace cambios en su trabajo o en sus rutinas a fin de mejorar los resultados.
5. Se marca retos ambiciosos pero realistas, estableciendo indicadores que le permitan verificar los resultados.
6. Hace análisis coste - beneficio antes de emprender acciones.
7. Asume riesgos controlados.

Como puede verse, los niveles superiores de Orientación a Resultados requieren un análisis serio de la realidad, de la viabilidad de alcanzar las metas propuestas con los recursos disponibles y una alta capacidad para gestionar esos recursos.

Hecha esta aclaración, te recomendaría que matizases tu tesis y no demonices la "Orientación a Resultados", sino el mal uso que se puede hacer de este concepto.

Un saludo.

José Luis

By José Luis Dirube on   09/12/2012 17:47

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By zhuo zhuo on   15/08/2016 2:40

Re: Recursos humanos o personas con recursos?

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By lzm on   20/02/2017 9:45

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