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Mapping the Organization's Reporting Structure

After conducting a TAS organizational analysis, sales professionals can create organization maps 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 map displays the nodes (boxes) containing information for each of the contacts you analyze and associate with the opportunity. 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 Target Account Selling.

To create the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, 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 map.

   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 map, select Contacts from the drop-down list in the Organizational Analysis view, and delete the record for the contact.

Using the Organization Map to Draw Lines of Influence

You can track the political structure in a customer 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 indicate lines of influence in the Relationships view.

To draw lines of influence on the organization map

1. Navigate to the Organization Map view.

   For more information, see Conducting a TAS Organizational Analysis.

2. In the organization map, 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.