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 dot at the end of the node for a manager, and relocate that dot to the other dot at the start 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.