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Charting the Organization's Reporting Structure

After conducting an ESP organizational analysis, sales professionals can create organization charts 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 chart displays nodes (boxes) that contain information for each of the contacts you analyze and associate with the account or unit. Figure 17 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 17. Contact Node

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

To create the organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

2. In the organization chart, select the contact node, drag it, and drop it on the 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 chart.

   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 list, click the menu button, and then select Columns Displayed.

Deleting Contact From the Organizational Chart

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

To delete contacts from the organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

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

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

Using the Organization Chart to Draw Lines of Influence

You can track the political structure in the account or unit 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 who 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 add lines of influence in the Relationships view.

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

To draw lines of influence on the organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

2. In the organization chart, 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 Chart

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

To delete lines of influence on the organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

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

Printing the Organization Chart

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

To print an organization chart

1. Navigate to the Organization Chart view.

   For more information, see Conducting an ESP Organizational Analysis.

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

   The organization chart prints at the selected zoom level. Large charts print across multiple pages.