Setting a Contact's Details

Learning Objectives

After completing this topic, you'll be able to:

• Edit a contact's details

• Add a photo to the contact's card

• Go to the contact's page in Salesforce to add further details

• Update the relationship attribute details for a contact

Lynn and her colleagues at Riley Retail Solutions are doing initial discovery on the new Oriole Health & Fitness account

She's added everyone to her relationship map . And she's made sure that relationships are accurately represented.

What's next? Well, Lynn wants to make sure that each contact's individual details are right.

She decides to focus on Gareth Murphy first. He's a recent hire, and there's not much information about him on the map yet.

Lynn knows that Gareth has been asked to help evaluate the software options that Oriole Health & Fitness is considering, and that he favors technologies with a track record of reliability over more innovative options.

Lynn also knows that he's in the operations department, and his phone number is 555-1234.

And the team has compiled some additional research notes about him.

Add Basic Details

Some of Gareth's basic details are already shown on the relationship map.

Lynn notices that Gareth's department hasn't been specified yet, so she clicks his card. She then enters his department in the details panel on the right.

What about Gareth's preference for technologies with a track record for reliability? Lynn takes a look at the AdaptabilityAdaptability is a relationship attribute that can be assigned to a contact on a relationship map. It indicates the person's general attitude to concerns such as acquiring your solution. The available values are 'Laggard', 'Conservative', 'Pragmatist', 'Visionary', and 'Innovator'. options, and sets Gareth to Pragmatist (someone who generally relies on the incumbent supplier for upgrades).

While she's on the details panel, Lynn decides to add Gareth's photo, which she got from LinkedIn. She simply clicks the default image and selects Upload Photo.

The photo for Gareth is uploaded and now represents him on every relationship map.

A contact's office location isn't normally shown in their contact details on the relationship map.

So Lynn needs to open Gareth's contact page in Salesforce. The quickest way is to select View Salesforce Record in the top right.

This opens Gareth's contact record, where Lynn can add the location.

Decision Orientation

The Decision OrientationDecision Orientation is a relationship attribute for contacts on an account relationship map. It indicates what will influence the contact's decision-making process. The default values aailable for this attribute are: 'Financial', 'Technical', 'Relationship', and 'Business'. attribute specifies Gareth's primary focus in any buying decision he's involved in.

Lynn expects that Gareth will probably help to evaluate Oriole Health & Fitness's options the next time they're looking to purchase POS software. So it's important to know what his decision orientation is.

The software can help her to make the right choice.

She clicks the information icon on the Decision Orientation tile.

Gareth’s primary focus is software functionality and technical capability and he seems to be detail-oriented. So Lynn sets his decision orientation to Technical.

She notices how the decision-orientation symbol on Gareth's card is updated.

She can get similar guidance about each of Gareth's other relationship attributes when she's updating these.

When she's more familiar with relationship maps, Lynn may feel comfortable selecting indicators without any guidance. But for now it's great to know that advice is there when she needs it.

Plus, whenever Lynn or anyone on her team needs a reminder about what an attribute means, they can always select the information icon in the right-hand panel.

Gareth's Support for Lynn

The color coding on a contact's card tells you whether the person supports you, your competition, or neither. This is based on the support level that has been set on the Gareth's contact card.

Gareth is shown as red because Lynn has set his support level to Non-Supporter.

The levels of support are:

• Green: Mentor/Supporter
• Red: Enemy/Non-Supporter
• Orange: Neutral
• Gray: The attribute hasn't yet been set.

The color-coding can be a half bar or a full bar. This gives Lynn an idea of the intensity of the contact's support or nonsupport.  Gareth's a nonsupporter rather than an enemy, so he gets a half bar rather than a full bar.

Lynn clicks Support and uses Altify’s guidance to get help setting Gareth's level of support.

Levels of Relationship with Pete

The Team Relationships tab gives Lynn a way of seeing team members' current and desired level of relationship with Gareth.

The available levels of relationship are:

• Vendor
• Credible source
• Problem solver
• Trusted advisor

The Relationship Level indicator shows each team member's current level of relationship with the contact (the blue circle) and their desired level of relationship (the highest red circle).

So, for example, you can see below that Jane Anderson's current level of relationship with Gareth is Vendor, and she aims to elevate this relationship to Problem Solver.

(To adjust these, Lynn simply clicks Jane's relationship-level indicator and changes the selections. Jane herself could also do this.)

Lynn (and her fellow team members) can add and remove team members from the list.

Removed team members are moved to the Account Relationships section and their Desired Level of Relationship is set to None. This section allows Lynn to keep track of those outside her team who have a relationship with Gareth, so that they can be contacted for information or returned to the team if required.

Research Notes about Gareth

Lynn turns her attention to the research notes the team has gathered about Gareth.

She knows that these notes ought to be on the map so they'll be readily available when the team is reviewing their relationship strategies within the account.

She simply enters the research notes into the Notes box.

Lynn has set basic details and account-level details for Gareth.

She can do the same for the other contacts on the map.

And, as the team's relationships develop with the contacts on the map and new information is gathered, the map can be updated, ensuring that the whole team has an accurate, shared representation of this account's relationships.

Try It Yourself

You've seen how to add a contact's details to the relationship map. In previous topics, we suggested that you add contacts and relationships in one of your opportunity relationship maps. Why not return to that map now and start adding details to contacts? You can:

• Edit a contact's basic details
• Add a photo to their card
• Go to their contact page to add further details
• Set account-level detail about the contact on the relationship map