Managerial skills and its impact on micro and small enterprises’ sales scope

Habilidades directivas y su impacto en los ámbitos de venta de la micro y pequeña empresa

Abstract

The increasing growth of competition in the business world where micro and small enterprises (MSEs) operate, demands skills from managers that allow them to perform good management in the sales scope where micro and small enterprises operate. The main objective of this investigation was to determine the impact that managerial skills had on the sales scope where micro and small enterprises operate in Mexico and Columbia. The methodology used has a non-experimental quantitative approach in a cross-sectional correlational manner, 34,980 surveys were conducted to managers from micro and small enterprises in different economic sectors located in 145 regions of Mexico
and Colombia. The results obtained indicate that the smaller the sales scope, the greater the impact of managerial skills. It is concluded that the level of prominence of managerial skills depend on the size of the sales scope.