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Conducting an ESP Organizational Analysis

Using the Organizational Analysis view, sales professionals can map the structure and politics of the customer's organization to build and expand the relationship with the customer. After completing additional assessments to identify the most influential people and how to use these relationships, sales professionals can automatically create formal and informal organizational charts that visually summarize their contact analyses.

To conduct an organizational analysis

1. Navigate to the Accounts screen > Accounts List view.
2. Drill down on an account record.
3. Click the Enterprise Selling Process view tab.

   You can conduct an organizational analysis at the Account level or at the Business/Service Unit level.

4. Perform the following steps to conduct an Account-level Organizational Analysis.
   1. In the lower link bar, click Organizational Analysis.

      The Organization Chart view appears, showing all contacts associated with the account.

   2. Proceed to Step 6 of this procedure.
5. Perform the following steps to conduct a Business/Service Unit Organizational Analysis.
   1. In the BU/SU Overview list, drill down on the name hyperlink of the unit for which you are conducting an organizational analysis.

      The name of the unit appears in the Account form at the top of the screen. The Offerings view is automatically displayed.

   2. In the lower link bar, click Organizational Analysis.

      The Organization Chart view appears, showing all contacts associated with the unit.

   3. Proceed to Step 6 of this procedure.

      NOTE:  In the Organizational Analysis view, you can toggle between the Organization Chart view and the Contacts list view. Contacts previously associated with the account or unit automatically appear in both views. The contacts shown in the Contacts list appear in the Organization Chart view.

6. From the drop-down list in the Organizational Analysis view, choose Contacts.

   All the contacts that have been created for the account or business unit or service unit are displayed.

7. In the Contacts list, create a new record, and complete the necessary fields to associate an existing contact with the account or unit.

   To create a new contact record, click New in the Add Contacts dialog box.

   NOTE:  You can also create contacts by clicking New on the Organization Chart. If you create a new contact from the Organization Chart, an explicit Save is required to return to the Organization Chart view.

8. In the Contacts list, analyze each contact based on the criteria taught in the ESP methodology training program.

   The criteria includes Role, Your Status, Level of Influence, Adaptability to Change, and Coverage.

   The Level of Influence value for the contact determines the degree of shading that appears in the Contact node in the Organization Chart. The following table describes the shading associated with the Level of Influence value.

   Value in Level of Influence Field	Shading on Organization Chart
   Low	None
   Political Structure (Medium)	Light gray
   Inner Circle (High)	Dark gray

9. In the Contacts list, use the drop-down list to toggle to the Organization Chart view. For more information, see Charting the Organization's Reporting Structure.