Organizational Hierarchy

View organizational hierarchy chart for deeper Key Account Management (KAM)


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. So make use of our organizational hierarchy chart features to overcome this issue.

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 within the organizational hierarchy. 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 in the organizational hierarchy 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.

Organizational Hierarchy visualization

This feature will give you the ability to easily visualize the client’s organizational 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.

Organizational hierarchy is a structure that defines the channels of authority and communication within an organization. It also determines responsibilities, information flow and roles in the company. It ensures each level from top management to frontline employees have a well-established framework for decision making, accountability and resource allocation thus enabling them to understand their specific duties.

This facilitates efficient operations as well as strategic alignment thereby enabling all members in the organization to work together towards a common goal. Knowledge about organizational hierarchy is important for building professional relationships and successful execution of strategies.

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