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Mapping the Organization's Reporting Structure

After conducting a TAS organizational analysis, sales professionals can create organization maps that visually summarize the organization's reporting structure. Using the Organizational Analysis view, sales professionals can depict the structure and politics of the organization and then use this information to build and expand their relationship with the customer.

The organization map displays the nodes (boxes) containing information for each of the contacts you analyze and associate with the opportunity. Figure 20 shows an example of a contact node. The node includes information about the contact, such as the contact's title and other information from the organizational analysis.

Figure 20. Contact Node

This task is a step in Process of Managing Target Account Selling.

To create the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, select the contact node, drag it, and drop it on the contact node that represents the manager of the contact.

   After you drop the contact node on the manager node, a line that reflects the reporting relationship between the nodes appears.

3. Repeat the preceding step for each contact until you complete the organization map.

   NOTE:  The reporting relationships are also stored in the Contacts list (toggle view). Information about the manager of the contact appears in the Manager Last Name field and Manager First Name field. To display this information in the contacts list, click the menu button, and then select Columns Displayed.

Deleting Contact From the Organizational Map

Complete the following procedure to delete contacts from the organization map. Contacts that you delete from the organization map are no longer associated with the opportunity. However, the contact record still exists in the list in the Contacts screen.

To delete contacts from the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, select the contact node.
3. Right-click, select Edit, and select Delete.

   The contact is removed from the Contacts list and the organization map.

Using the Organization Map to Draw Lines of Influence

You can track the political structure in a customer organization by identifying lines of influence between contacts. Tracking lines of influence helps you identify contacts who are not highly ranked (and are easier to access) but have significant influence on key decision makers.

Information about lines of influence is automatically updated in the Relationships view of the Contacts screen. You can indicate lines of influence in the Relationships view.

You must press the CTRL key throughout this procedure for the lines of influence to appear.

To draw lines of influence on the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, press the CTRL key and simultaneously select the contact node.
3. Drag the contact node, drop it on another contact node, and release the CTRL key.

   After you release the CTRL key, a line that reflects the influence between the nodes appears.

4. Repeat the preceding step for each contact until you draw all lines of influence.

Deleting Lines of Influence on the Organizational Map

Complete the following procedure to delete lines of influence on the organization map.

To delete lines of influence on the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, select the line of influence.
3. Right-click, select Edit, and select Delete.

Printing the Organization Map

You can print the organization map for distribution to your sales team.

To print the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, right-click, select Zoom, and select the zoom level at which you want to print the map.
3. Right-click the organization map again and select Print.

   The organization map prints at the selected zoom level. Large maps print across multiple pages.