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Conducting a TAS Organizational Analysis

Sales professionals conduct a TAS organizational analysis to identify the most influential people for an opportunity and to record information about managing relationships with these people.

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

To conduct a TAS organizational analysis

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of an opportunity record.
3. Navigate to the Target Account Selling view, then the Organizational Analysis view.

   The Organization Map view appears showing any contacts associated with the opportunity.

4. From the drop-down list in the Organizational Analysis view, select Contacts.

   The contacts for the opportunity appear.

5. (Optional) In the Contacts list, add a contact.

   You can create a new contact record in the Add Contacts dialog box.

   NOTE:  You can also add a contact or create a new contact in the Organization Map view. If you create a new contact record in the Organization Map view, then you must save the record to return to the Organization Map view.

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

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

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