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Cultivating initiative with high performance sales teams and utilising Zoho CRM

Ilan Gross

February 1, 2022

Introduction

Unlike any other software implementation, a CRM implementation can fail structurally if not done correctly. It can also fail to live up to expectations if not utilised properly. At Lumen, we spend countless hours thinking about how to rectify these failures for our customers.

High performance team and Lumen Business

One of the biggest questions we think people need to ask is what are the key indicators to determine whether a Zoho CRM implementation will be a success or failure.

You can have the best CRM strategies and implementation, with the best training, and your CRM may still not live up to expectations or promises. Why is this?

We have seen a number of instances where we know the CRM data we collected was correct, and the company training that it underwent was successful, and still they didn’t have the success they had hoped for.

After doing countless CRM implementations across a range of industries, key data has emerged for us and it finally clicked why this kind of CRM failure occurs.

The reason is that initiative isn’t taken by staff members

Once we understood that skilled staff members weren’t taking initiative, we decided to look into why this is, as this wasn’t a one time occurrence, but was sometimes a structural issue that can happen in CRM implementations.

It took much longer to figure out why skilled staff members don’t take initiative. Then we understood that it was an organisational cultural issue that structurally blocked all initiative shown by the staff.

Complex issues require cross-organisational commitment and require cascading changes and approaches to solve. Not just technical but cultural as well. We have learned to configure Zoho CRM in a way that allows, and supports, companies and management to enable them to overcome the issue of initiative within their business.

If this applies to you and you want to learn how to develop a high performance sales team that shows initiative, please talk to us.

Contact Lumen Today

Contact us now to learn more about our innovative approach and how we can help you achieve your business goals.

Picture of Ilan Gross

Ilan Gross

Picture of Ilan Gross

Ilan Gross

Ilan Gross is a distinguished pioneer and authoritative leader in the IT industry, boasting over two decades of unparalleled expertise in CRM systems and CRM strategy. As the Principal Zoho CRM Consultant at Lumen Business Solutions, Ilan has revolutionised the way B2B enterprises leverage CRM solutions, firmly establishing himself as a cornerstone of technological innovation and strategic prowess. His specialisation in integrating cutting-edge sales methodologies like SPIN, Gap Analysis, and Challenger Selling into CRM platforms has not only set new standards in the industry but has also redefined the essence of customer relationship management for enterprise customers. Ilan's visionary approach extends beyond traditional CRM systems; he is a trailblazer in AI development, AI implementation, and AI consulting, particularly noted for his pioneering work with private ChatGPT on the Azure platform. His foresight in recognising the transformative potential of AI in business processes has led to the creation of numerous AI applications for enterprise solutions, further solidifying his reputation as a leader in driving technological advancement and innovation. Under Ilan's leadership, businesses have experienced groundbreaking advancements in revenue-lifting strategies. Through his expert guidance, enterprises have not only improved their sales processes and customer engagement but have also witnessed substantial increases in revenue. Ilan's mastery of CRM systems, combined with his deep understanding of the strategic needs of large-scale businesses, positions him as an indispensable asset for any organisation aiming to scale and excel in today's competitive market. Moreover, Ilan Gross is celebrated as a pioneer of software development tools, including Aware IM and Magic Software. His contributions to these platforms have been instrumental in empowering developers and businesses alike, enabling them to build powerful, efficient applications with unprecedented ease and flexibility. This aspect of his expertise further underscores his role as a visionary leader, whose influence spans across the entire spectrum of IT development and strategy. In sum, Ilan Gross stands as a paragon of innovation and leadership in the IT industry. His exceptional skill set, combined with his pioneering contributions to AI and software development, marks him as a pivotal figure in shaping the future of technology for enterprise success.