Develop Organizational Charts in Salesforce
Having 20 contacts in Salesforce associated with an account is great, but you might not be any further along in understanding the pecking order. In practice, sales reps have been building org charts to strategize on accounts ever since someone thought up org charts, but often, the charts resided on whiteboards and PowerPoint presentations. (And whiteboards are tough to lug around.)
By using the org chart feature in Salesforce, you can quickly define the reporting structure for your contacts and use that structure to more easily identify your relationships with your customers.
To build an org chart in Salesforce, follow these steps:
Add all the contacts for an account.
Go to the contact record for a person who’s low on the totem pole and then click the Edit button.
The record appears in Edit mode.
Type the name of the contact’s boss in the Reports To field and then click the Lookup icon to the right of the field (it looks like a little magnifying glass).
A pop-up window that contains search results appears.
Select the correct contact or refine your search until you can select the right contact.
The pop-up window disappears, and the Reports To field is prefilled with the selected contact, as shown in this figure.
The Contact detail page appears.
Click the View Org Chart link that appears to the right of the Reports To field on the contact record to display the hierarchy.
An Org Chart list page appears, and like other lists, you can click a link to go to a specific contact.
Some sales reps run into certain challenges based on the way they create the org charts in Salesforce. One such challenge is gaps; you just might not know or even care about the entire reporting structure. By getting creative and building placeholder contacts, you can avoid pitfalls.
For example, if you sell to both the business and the technology side of a customer, create a contact record called IT Organization and another called Business Organization and then align your contacts accordingly. This technique also works well for orphans, where you know one contact in a department and don’t want to leave the contact out of the org chart for the entire account.