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 crack 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 really critical for which Salesforce has become a ‘default’ in most of the sales-driven and account driven organizations.
While the baton is with you, over a period of time 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 the competitors. It can also lead to slow decision-making, missed growth opportunities and avoidable waste of effort.
So, to strategize accounts, equipping yourself with the right tools and efficiently managing your tasks will be the key to be in the track. A simple Org chart tool inside salesforce could provide much-needed clarity.
Why an Org Chart Builder?
1. Visual Map of Contacts
Salesforce.com functions as the go-to system for all aspects of a customer relationship. But as 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 a visual relationship mapping arises. The last three salesforce org chart tool 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 handover 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 org chart builder within salesforce could make this transition frictionless and even 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 an org chart software native to Salesforce is a compelling use case
DemandFarm’s Org Chart Builder:
DemandFarm’s Org Chart is a powerful interactive tool that is native to CRM i.e, you require zero integration. The tool is so simple that you can build a Hierarchy map of your accounts in just a few minutes by dragging and dropping with pre-built templates.
Org Chart Builder 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 opportunities and associated budget.
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.
3. Relationships 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 avoiding any mess.
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, this is very critical.
Building an Org Chart is the first step towards effective key account management. Without the Org Chart, there is no Strategic Account Management.
Let’s start building Org Chart for all large key accounts now. It is a journey. Over a period of 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 period of time. Hence it has to be easy to build and within Salesforce.
DemandFarm’s Org Chart is one such tool. Go ahead take a free trial today!