Setting a Contact's Details
Learning Objectives
After completing this unit, you'll be able to:
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Edit a contact's details
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Add a photo to the contact's card
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Go to the contact's page in Salesforce to add further details
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Update the relationship attribute details for a contact
Lynn and her colleagues at Retail POS are
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 Pete Morant first. He's a recent hire, and there's not much information about him on the map yet.
Lynn knows that Pete has been asked to help evaluate the software options that MyHealth 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 Pete's basic details are already shown on the relationship map.
Lynn notices that Pete'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 Pete's preference for technologies with a track record for reliability? Lynn takes a look at the Adaptability options, and sets Pete to Pragmatist (someone who generally relies on the incumbent supplier for upgrades).
While she's on the details panel, Lynn decides to add Pete's photo, which she got from LinkedIn. She simply clicks the default image and selects Upload Photo.
The photo for Pete 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 Pete's contact page in Salesforce. The quickest way is to select View Salesforce Record in the top right.
This opens Pete's contact record, where Lynn can add the location.
Decision Orientation
The Decision Orientation attribute specifies Pete's primary focus in any buying decision he's involved in.
Lynn expects that Pete will probably help to evaluate MyHealth'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 Decision Orientation tile.
Pete’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 Pete's card is updated.
She can get similar guidance about each of Pete'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.
Pete'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 Pete's contact card.
Pete 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. Pete'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 Pete'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 Pete.
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 Pete 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.
The Account Relationships section helps her by suggesting team members who may want to establish a relationship with Pete. (These suggestions are based on who already has a level of relationship set with any of the other contacts on the relationship map.)
Research Notes about Pete
Lynn turns her attention to the research notes the team has gathered about Pete.
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
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
Try It Yourself
You've seen how to add a contact's details to the relationship map. In previous units, 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
