Still unsure whether your prospect has the access to power needed to move your deal forward? Quick tip Closer: The answer might be sitting right on their desktop.

We sales professionals often spend a lot of time analyzing org charts. We love to map out decision-makers and influencers within a company! But there’s a hidden advantage to requesting an org chart early in the sales process. It can be a direct clue as to whether your prospect has real decision-making authority within their organization.

Here’s why: not everyone in a company has easy access to an org chart. Typically, only those individuals responsible for staffing choices – including hiring, firing, and budgetary decisions – will keep and org chart readily available on their desktop or in their inbox. Those are the people who will have the access to power you need to move a deal forward – and eventually close.

So, what can you do with this knowledge?

Try this simple yet effective strategy: early in the sales conversation, ask your prospect to send you a copy of their company org chart.

If they can quickly provide it, that’s a very strong sign they have visibility into company structure—likely signaling decision-making authority. But if they hesitate, delay, or can’t provide it at all, it may indicate they lack the access to power necessary to approve a deal. That should be your cue to adjust your strategy and work your way up the food chain.

By using this approach, you can gain a clearer picture of where your prospect stands in the decision-making process and company hierarchy. This will help you navigate the sale more effectively!

Next time you’re qualifying a deal, remember: access to power isn’t always about a title. It’s about who has the right information at their fingertips.

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