The Org Chart feature in Dynamics 365 Sales is a helpful tool for sales and service team users who routinely interact with a variety of contacts within large organizations.
The Org Chart provides the ability to organize Contacts within an Account into a visual hierarchy that represents the organization’s structure. These easy-to-create diagrams allow you to better understand a Contact’s role within their organization (Account), their reporting relationships, and their level of influence.
Sales teams focused on strategic account management particularly benefit from this feature, which offers them an at-a-glance view of account penetration and relationship strength.
Note: Dynamics 365 Sales is one of the five different Dynamics 365 apps that serve various CRM needs. In some contexts, you may also see these products referred to as “Customer Engagement” or “CE” apps.
How to Access an Org Chart in D365 Sales
The Org Chart can be accessed from the command bar in an Account or a Contact record in Dynamics 365.
Clicking on the Open Org Chart button opens a special drag-and-drop canvas, along with a list of all existing Contacts that are linked to the Account. Click on a Contact in the Contacts list and drag it to the + Add contact area of the Org Chart canvas. This action creates a Contact card.
How to Set Up an Org Chart in Dynamics 365
The most straightforward way to construct the chart is with a top-down approach, adding the CEO or top-most known executive first and adding their direct reports below them in the hierarchy.
If you need to add a Contact card above the top executive, it is possible to edit the Contact’s card details and add their Manager. This is accomplished by clicking the Contact Details button on the Contact card and adding their Manager.
From the Contact Details pane, you can also add their Job Title, link their Direct Reports and add Seller notes.
Categorize Contacts according to their level of influence using the Add Tag button on the Contact card, designating them as a Decision Maker, Influencer, or Blocker. Other users in your organization will benefit from these tags, especially when they find themselves working with contacts they may not know as well as you do. A quick glance can provide more context about the strength of the contact’s relationship with your company and their influence within the context of their own organization.
Hovering over a Contact card in the hierarchy activates an Options ellipsis button. From the Options menu, you can:
- Open the Contact to view more details about the person or review timeline activities.
- Designate someone as an Assistant to the Contact directly above them.
- Set the Contact as the Account Primary Contact.
- Remove the Contact from the Org Chart, but still keep them linked to the Account.
- Or remove the Contact (unlink) from the Account if they are no longer with the organization.
The Org Chart privilege is assigned in the standard Salesperson and Sales Manager security roles. If you wish to extend this functionality to other roles, you can assign privileges for the Microsoft Org Node Entity in the Custom Tables section of the Security Role settings.
For an additional resource on this topic, see Microsoft Learn’s Manage Org Charts. For tailored advice, support, and implementations of Dynamics 365 Sales and other Dynamics CRM & ERP solutions, please feel free to contact us. We’d love to talk with you.
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