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Milind Katti

COO & Co-Founder, DemandFarm

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    Org Chart and Relationship Mapping in Salesforce with DemandFarm

    Account Management is evolving every day. If you are a part of the sales/account management team, a better understanding of your client and improving the strategic relationship with them is indispensable to cracking any deal. Do you think a small tool – Org Chart builder in Salesforce could be your savior in this? Contacts being the heart of your client’s organization, managing them efficiently is critical for which Salesforce has become a ‘default’ in most sales-driven and account-driven organizations. While the baton is with you, over a while contact data gets ‘muddled’ useless.

    Meanwhile, still betting on PPTs and whiteboards will land you at a high risk of losing your valuable clients to competitors. It can also lead to slow decision-making, missed growth opportunities, and avoidable waste of effort. So, strategizing accounts, equipping yourself with the right tools, and efficiently managing your tasks will be the key to being on track. Salesforce Account Planning could provide much-needed clarity and help you manage your accounts more profitably.

    Why do you need a Salesforce Organization Chart?

    1. Visual Map of Contacts

    Salesforce.com functions as the go-to system for all aspects of a customer relationship. But David Taber, the author of the Prentice Hall book, “Salesforce.com Secrets of Success,” remarked rightly in this post how quickly data gets discounted in salesforce. This happens because of the following reasons:

    • Lack of process in adding customer data
    • Ever-changing hands in marketing, sales, and support
    • Omission and commission errors

    To be fair to users, the existing user interface showcasing contacts in a ‘list view does not help either. It seems fine until the number of contacts is in single digits, but not when contacts grow beyond a manageable list. That is when the need for visual relationship mapping arises.

    The last three salesforce organization chart software inquiries at DemandFarm had a very simple requirement. They just wanted a tool to display their salesforce contacts visually in the form of an organization chart.

    2. Handover and Onboarding

    I just got off an org chart demo with a sales operations team. Would you guess their biggest complaint in managing contacts within Salesforce? It isn’t to do with managing contacts. It is when an account manager or a sales rep leaves. A simple process to hand over accounts always seems missing. The issues do not stop at handover. When a new account manager joins, it feels as if the current account is in a state of mess. A neatly populated Salesforce org chart builder could make this transition frictionless and even more exciting, maybe.

    3. Sales Enablement Initiatives

    Sales operations and salesforce admin teams work together to help sales teams spend more time on quality sales conversations than the operational hassles of setting up systems like Salesforce. In this endeavor, sales ops teams are always on the lookout for tools and processes that improve the functioning of sales and account teams. The simplicity of the best org chart software that is native to Salesforce is a compelling use case.

    Relationships revenue

    DemandFarm’s Organization Chart in Salesforce

    DemandFarm’s Salesforce Organization Chart is a powerful interactive tool that is native to CRM i.e, you require zero integration. Key Account Management in Salesforce becomes a breeze with Demandfarm.

    The tool is so simple that you can build a Hierarchy map of your accounts in just a few minutes by dragging and dropping them with pre-built templates.

    Organization Chart Features

    1. Hierarchy Mapping

    Hierarchy mapping is a visual representation of the client’s organization which can lend you a lot of deep insights about their profile like white space opportunities and associated budget.

    salesforce org chart hierarchy mapping

    2. Influence Mapping

    Influence mapping helps you in understanding the kind of influences each contact has over the other inside the client’s organization. With this, you can upsell and increase your revenue.

    salesforce org chart influence mapping

    3. Relationship Mapping

    Relationship mapping gives you an understanding of the relationship you have with each of the contacts in the client’s organization. Based on the relationship/affinity, you can plan the right approach to avoid any mess.

    salesforce org chart relationship mapping

    4. Power Mapping

    Power Mapping can help you in knowing the right person with the highest decision power in your client’s organization. To shorten the sales cycle and close the deal, is very critical.

    salesforce org chart power mapping

    client relationships


    Building the Salesforce Org Chart is the first step toward effective key account management (KAM). Without the Salesforce Org Chart, there is no Strategic Account Management. Let’s start building Organization Chart for all large key accounts now. It is a journey. Over some time, this Org Chart will be your most potent weapon to defend and grow revenues in the account.

    It is not one time nor is built by one person. It is a collaborative effort by multiple people over a while. Hence it has to be easy to build within Salesforce. DemandFarm’s Org Chart is one such tool. Go ahead and take a free trial today!

    Ready to discuss your Account Management Needs?

    About The Author

    Milind Katti

    COO & Co-Founder, DemandFarm

      Milind is the COO & Co-Founder of DemandFarm. He co-founded DemandFarm to build smart software technology to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management data-driven, predictable and scalable.Milind has close to 25 years of experience in sales & marketing. He is an Electronics & Communication Engineer with MBA in Marketing. He enjoys long-distance running, loves reading history, and above all else, he is a humanist.

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