How to build a “good” org chart
A good org chart isn’t a one-time task - it’s a living view of how a buying group actually operates. Start simple, then refine it as new stakeholders appear and your understanding of the account deepens. The goal isn’t perfection on day one, but clarity over time.
The strongest org charts are easy to update, flexible enough to reflect real decision dynamic and built to support cross-collaboration.
What a strong org chart includes
A strong org chart goes beyond names and titles. It captures the structure and influence behind the deal, including:
Roles such as decision-maker, economic buyer, champion, or influencer
Decision power and influence, not just reporting lines
Relationships between stakeholders and how they connect
Contextual attributes like region, segment or deal type
Engagement status, showing who is actively involved and who isn’t
This level of detail helps teams understand not just who is involved, but who should be involved through surfacing missing roles or decision-makers as the deal progresses.
Structuring org charts for prospecting vs active deals
Org charts should evolve with the stage of the deal.
For prospecting, org charts are lighter and more exploratory. The focus is on identifying likely roles, spotting gaps and planning outreach to build coverage across the account.
For active deals, org charts become more detailed. They clearly define buying roles, highlight influence and blockers and support alignment across the teams involved. At this stage, org charts are critical for deal strategy, handovers and executive engagement.
What “good” vs “poor” org charts look like
A good org chart clearly shows who matters, how decisions are influenced and where engagement is happening. A new rep or stakeholder can understand the account in minutes.
A poor org chart is little more than a flat contact list - no roles, no influence, no insight into who drives the deal forward.
The difference isn’t the number of contacts, but the quality of structure and context.
How AI supports org chart creation
AI-powered org charts typically use a combination of:
Job titles and seniority
Roles and responsibilities
Geography / location
Existing stakeholder relationships
After running AI recommendations, sellers should expect a clearer view of the buying group, fewer blind spots and more confident next steps.
When to use AI vs manual organisation
When used well, org charts help teams to:
Understand complex accounts faster
Align around the full buying group
Improve deal handovers and continuity
Avoid missed stakeholders
Take clearer, more confident next steps
Strong org charts turn scattered contacts into a shared understanding of how deals really get done!
Common org chart mistakes to avoid
Many org charts fail not because of missing data, but because of how they’re used. Common pitfalls include:
Treating the org chart as a static document
Only mapping people who respond to emails
Ignoring influence in favour of formal hierarchy
Letting account knowledge live in one rep’s head
Failing to update the chart when deals stall or ownership changes
Avoiding these mistakes turns org charts from a checkbox exercise into a strategic asset.
What to expect with a well used Org Chart
When used well, org charts help teams:
Understand complex accounts faster
Align around the full buying group
Improve deal handovers and continuity
Avoid missed stakeholders
Take clearer, more confident next steps