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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. The node includes information about the contact, such as the contact's title, and other information from the organizational analysis.

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, click the white dot at the bottom of the node for a manager, and drag that dot to the white dot at the top of the node for the subordinate.

   A line that reflects the reporting relationship between the contacts appears.

3. Repeat Step 2 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. Use the Columns Displayed option in the menu for the cogwheel icon to display these fields.

4. To delete a line that reflects a reporting relationship, click the line, and select Delete in the Actions list.
5. To delete a node from the organization chart, select Contacts from the drop-down list in the Organizational Analysis view, and delete the record for the contact.

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 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.

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, click the blue dot at the side of the node for a contact, and drag that dot to the blue dot at the side of the node for another contact.

   A line that reflects the influence between the contacts appears.

3. Repeat Step 2 for each contact until you draw all lines of influence.
4. To delete a line that reflects an influence, click the line, and select Delete in the Actions list.