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Conducting an ESP Organizational Analysis

Sales professionals conduct an ESP organizational analysis to identify the most influential people for an account or unit and to record information about managing relationships with these people.

This task is a step in Process of Managing Enterprise Selling Process.

To conduct an ESP organizational analysis

1. Navigate to the Accounts screen, then the Accounts List view.
2. Drill down on the Name field of an account record.
3. Click the Enterprise Selling Process view tab.

   You can conduct an organizational analysis for an account or for a business or service unit.

4. If you want to conduct an organizational analysis for an account, perform the following steps:
   1. In the lower link bar, click Organizational Analysis.

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

   2. Proceed to Step 6 of this procedure.
5. If you want to conduct an organizational analysis for a business or service unit, perform the following steps:
   1. In the lower link bar, click BU/SU Overview.
   2. Drill down on the Business/Service Unit field of unit record for which you are conducting an organizational analysis.

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

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

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

   4. Proceed to Step 6 of this procedure.
6. From the drop-down list in the Organizational Analysis view, select Contacts to see the contacts for the account or unit, and complete the following steps:
   1. (Optional) In the Contacts list, add a contact.

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

      NOTE:  You can also add a contact or create a new contact record by clicking New on the Organization Chart view. If you create a new contact record by clicking New on the Organization Chart view, you must click Save to return to the Organization Chart view.

   2. In the Contacts list, review and change the field values for each contact using the criteria in the ESP methodology training program.

      The following table shows the shading that appears in the contact node in the organization chart for each value in the Level of Influence field.

      Field Value	Shading
      Low	None
      Political Structure (Medium)	Light gray
      Inner Circle (High)	Dark gray