Using sales data to prepare organization charts is the most effective way to understand the data and interpretations in a better manner for you to act on it properly. Any business, corporate, marketing strategies developed by an organization prescribe some activities which are needed to be performed by the salespeople. Sales managers should also try to recruit, train, supervise, motivate, and control the salespeople.
In its core, sales managers need to engage in various activities simultaneously for an organization to succeed. To do this effectively, a proper sales organizational structure needed to be developed and maintained for them to perform their required activities in an effective and efficient manner. This is where the Salesforce suite can play a crucial role.
With the Salesforce approach, sales structure is a vehicle through which the strategic business plans are translated to sales operations in the highly competitive marketplace. Developing a proper organizational structure is too difficult, and there could be different structures used at a time. With Salesforce, many variations are made possible in each basic type.
Along with this, many sales organizations may be too complex and also may demand a high level of specialization to perform various activities. So, certain sales teams may sell only a handful of products or handle a certain group of customers. For example, one sales manager may be focusing on training only, whereas another one will be doing strategic planning, etc. This becomes more important as the organization grows, and the sales volume increases.
In terms of sales organization activity handling, let’s first explore a couple of Salesforce tools, which will help you to create various types of organizational charts to help with the sales and support process.
OrgView Organization Charts
OrgView is a native app to Salesforce, and it also comes for free. This tool will let the Salesforce users to custom create the organization charts. By covering every aspect of the service and sales process, including the leads, contacts, users, and accounts. The users can further add custom color codes also based on their best understanding and classification, and it is also possible to customize the platform for better management of the system.
It is easy for even a non-tech savvy user to build on the OrgView tool. As it works through a simple drag and drop interface, which will let you create an organizational chart easily in the first place and also let to modify as situations emerge.
OrgView was a free native tool of Salesforce, whereas OrgChartPlus is a paid tool. However, this also is native to Salesforce. Being a premium option, OrgChartPlus comes with some add-on features and comprehensive support. The users can create a more elaborated decision tree structure to map the sales relationships, both formal and informal. It also includes various options to represent it visually as to how the stakeholders and associates rank in the hierarchy.
It is so easy for all types of users to access and operate this tool to create a customized strategy for all the contacts. To take advantage of all potential opportunities to convert. In general conditions, it is so tricky for the salespeople to figure out how a sales work out while you deal with many potential customers. However, with a broader picture in hand about all the relationships involved, it becomes easier to understand it. This is what OrgChartPlus helps with.
Moreover, organization charts could be considered as the most effective way to explore or plan your long-term strategies to drum up sales. These tools and strategies, as offered by Flosum.com, will help you ensure that both you, as well as others involved in the business, would stay more focused and organized.
Sales Organization structure
A major characteristic of management structure in any organization is its degree of centralization. This is actually the level to which the critical tasks and decisions are performed at the top to bottom levels in a typical management hierarchy. With Salesforce tools, a centralized structure can be formed where responsibility. And authority are focused onto the top management level and then delegated to the lower levels as specified.
Organizations usually centralize the key activities to the managers and supervisors and decentralize the other activities. A proper structure will delineate the trends as:
- Transactions to stronger relationships
- Building individuals to functional teams
- Responsibilities from the management to mid-level leaderships
Such a decentralized orientation could work at best in sales organizations.
Management levels vs. span of control
In any flat structure, there could only be a very few management levels with one or a few sales managers having a larger span of control. Such a flat organizational structure could be used to achieve proper decentralization. Whereas a taller structure could be deployed more efficiently with centralized organizations.
The sales management levels also could be differentiated more effective as to the line of staff based on positions like:
- Line sales management – These are the positions coming as a part of the direct hierarchy of management in sales organizations. The line sales managers will stay responsible for a group of sub-organizations as assigned to them and will report to the next higher level in the hierarchy.
- Staff sales management – These positions may not be in the direct chain, as in the case of line sales management. On the other hand, the staff positions may not actually manage the people directly. But stay responsible for specific functions like selection, recruitment, and training of the salespeople. Without involving into sales or revenue-generating activities. However, staff sales positions could be more specialized compared to line sales.
In summary, structuring the Salesforce hierarchy of sales organization could be a complex task. But so crucial to be accomplished properly. The initial decisions concerning the most appropriate specialization, a span of control, centralization, management levels, and line vs. staff sales management should be done very carefully. Many of the sales organizations are moving to deeper specialization. Now where such a proper structure will allow the salespeople people to concentrate on more specific types of target customers. And thereby increase sales volumes. Salesforce makes organizational structuring much easier and target-oriented.