Referrals
Who referred whom, with prospect status and traceability.
Resort & real estate development
Paradise Village
Three systems for the commercial operation of a Nuevo Vallarta resort and development: a referral program that tracks who refers whom, an LMS to keep the sales force continuously trained, and a CRM integrated with Zoho that ties the first two into the sales process the company already ran on.
- Referral program
- LMS
- CRM
- Zoho integration
- Training
- Sales force
A large sales force needs systems, not meetings
At a resort selling year-round, the commercial team rotates, grows and gets trained on the fly. Three things tend to break at once: nobody knows for certain who brought each prospect (so referral commissions get argued from memory), training depends on somebody having time to run the session, and follow-up lives in the corporate CRM while everything else happens outside it. The challenge wasn't building one system, but three that talk to each other — and to Zoho.
- Credit for a referral is argued from memory, not from data
- Training depends on meetings rather than a program that runs itself
- The sales force rotates: every new rep starts from zero
- The sales process already lived in Zoho and wasn't moving
- Three different needs that couldn't end up as three islands
Three systems that talk to each other
Referrals, training and follow-up built separately but wired into the same sales process and into Zoho.
- Referral program system: referrer sign-up, prospect registration and traceability of who referred whom
- Referral status along the funnel, so credit and commission don't depend on anyone's memory
- LMS for the sales force: courses, material and continuous training for the commercial team
- Progress per rep, so a new hire gets up to speed without taking up a manager's calendar
- CRM system integrated with Zoho, connecting what the company already used instead of replacing it
- Prospect and follow-up synchronization between the custom systems and the corporate CRM
- One source of truth for where each prospect came from: campaign, rep or referral
What it's made of
LMS
Continuous sales-force training, with progress per rep.
CRM
Sales follow-up wired into the process that already existed.
Zoho
Integration with the corporate CRM instead of replacing it.
The system, on screen
Questions about this project
Why three systems instead of one?
Because they solve different problems for different users: the referral system is used by people outside the team, the LMS by the rep, and the CRM by whoever runs follow-up. Cramming them into one tool would have done all three halfway. What they do share is the prospect — and that's where they connect.
Why integrate Zoho instead of replacing it?
Because a company whose sales process already runs on a corporate CRM shouldn't migrate it for the sake of it: you migrate what gets in the way and connect what works. The integration leaves the process where it was and adds what was missing — prospect origin, training and referrals.
Why are there no screenshots of the systems?
Because they are internal. They run on the client's real prospect, rep and commission data behind a private login. We would rather explain what each one does than publish screens we can't show without exposing someone else's information.
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