In Salesforce, all that can be seen is a list of the contacts in a very unappealing way.

It is in the heads of multiple people in our company. Most of the answers to these questions are what we sometimes call ‘ tribal knowledge’. Who is that champion who can introduce him to that ‘unaware’ contact with a big budget?.Who are pursuing active opportunities today?.With whom have we won/lost opportunities in the past?.Who are our supporters and detractors today?.What are the informal influences between those people?.Where do they lie in the formal hierarchy of their organization?.Who are the right people to touch base with?.

But in order to do so, there are some questions that must be answered: What’s next? The key account manager must now communicate this solution to the right people in the customer organization and that hope they believe in him and the solutions he proposes. To create value for the customer, a key account manager must understand the customer’s business well to figure out what challenges they may face and then create solutions to address those challenges using his own products, services, people, technology or even process.īefore that, he needs to understand the customer’s organization in and out which can be actualized by org chart builder. If I were to summarize the essence of key account management, it would be ‘value creation’ for the customer.

Simple org chart builder