Introduction
An organizational hierarchy chart is a graphical representation of the reporting structure between people in an organization. It creates a structured framework that outlines the connections, responsibilities, and chain of command between people within an organization. This plays a very important role when you are dealing with many stakeholders and buyers in a company.
Problems we solve
Lack of visibility into decision-making process
Limited visibility into the decision-making process and the people involved can jeopardize your deal closures. It is important to understand and align with the customer’s buying process, key decision makers, project sponsors and influencers. In the absence of this, you may end up spending your valuable time with wrong stakeholders and end up with longer sales cycles. You might even lose deals because of this.
Ineffective sales strategy
Your sales strategy will be ineffective if you do not understand the dynamics of the account well. Individuals within the organization have various goals and objectives. It is imperative that you use different sales techniques for people in different roles. A CEO for example, might be more interested in strategic knowledge, but someone lower in the organizational structure might be more interested in learning more about a product’s features and functionalities. We often make the mistake of using the same sales strategy across the board.
Choosing the wrong communication channel
Every stakeholder within an organization will have different preferences when it comes to communication channels. It could depend on their personal choices or their seniority in the organization. While CEOs generally prefer email communication, others down the line might be comfortable with chat or calls. Making the wrong choice of communication could hamper your ability to build fruitful relationships.
Capabilities & Features
Automated hierarchy creation
HappSales CRM automatically creates the client’s organization hierarchy at the back end without any manual effort. The algorithm picks up the details of the contact and the contact’s manager to generate the hierarchy accurately for that specific account. This saves a lot of time and effort in creating account plans.
Hierarchy visualization
This feature will give you the ability to easily visualize the client’s organization hierarchy. You can understand the hierarchical relationships between different individuals in an account. You will gain insights into the structure of an organization required to manage all the key decision-makers.
Benefits of using HappSales
Enhanced client engagements
Knowing each contact’s role in an organization helps your team to understand client dynamics better. They can adopt the right strategy and communication channels based on this information. It enhances the quality of interactions required to build long-term client relationships.
Accelerates deal closures
Your reps will have a better understanding of the decision-making process. They will also have access to the right contact information of the influencers and decision-makers. Targeted and personalized interactions will enable them to close more deals faster.
Deep account management
With the right contact intelligence and hierarchy view, you can expect your reps to have deeper account management. You will be able to improve overall account coverage and build relationships with multiple stakeholders.
