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    Blue Sheet Overview

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    Sales Review Process

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    Blue Sheet Overview

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    Sales Review Process

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    © © All Rights Reserved

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    Sales Review Process

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    2K views4 pages

    Blue Sheet Overview

    Uploaded by

    im247black
    Sales Review Process

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    Blue Sheet Overview

    Las t Mo d ifie d o n 0 9 /15/20 16 5:0 9 am EDT

    Strategic Selling® Strategic Analysis

    The Blue Sheet is an electronic version of the Strategic Analysis Worksheet you learned how to
    use in Strategic Selling®. A Blue Sheet is launched from the opportunity record in your CRM.

    The Blue Sheet was designed to assist you in managing your opportunities for single sales
    objectives. It continues the Miller Heiman GroupTM philosophy of interaction with thinking as an
    easy to use, intuitive user interface, while linking to your organizations' customer
    relationship/sales force automation contact management system. Real time data interchange
    with real time results!

    Fig. 6, Blue Sheet Overview

    • Click here f or Toolbar Navigat ion inf ormat ion

    • Click here f or inf ormat ion on Icons and t heir Funct ions

    1. Opport unit y Det ails - Displays a summary of the basic opportunity information from your
    CRM.
    2. Single Sales Object ive - This shows what the sales objective is, the expected revenue figure
    and the opportunity close date.
    3. Adequacy of Current Posit ion - Enables you to assess how you feel about your probability
    of success in this opportunity relative to this Single Sales Objective.
    4. Compet it ion / Sales Funnel - Displays a summary of the Competition Type, Place in Sales
    Funnel, and Timing For Priorities.
    5. Specif y Compet it ors - This shows the known competitors with this opportunity.
    6. Ideal Cust omer Prof ile - A predictive device to help you determine which customers will be
    your best prospects and to distinguish them from the ones who will prove to be liabilities.
    7. Buying Inf luences Involved - Directly relates to anyone who has a positive or negative
    impact on your selling activity.
    8. Buying Inf luence's Key - Win Result s - This shows the key win results for each buying
    influence.
    9. Buying Inf luence – How Well Is Base Covered? – Allows you to rate how the buying
    influence feels about your proposed solution, and provide evidence to support the rating.
    10. Summary of My Posit ion Today - Displays a summary of the Strengths and Red Flags.
    11. Possible Act ions - Displays a list of all your possible actions.
    12. Best Act ion Plan - Displays a summary of the Possible Actions flagged as Best Actions.
    13. Inf ormat ion Needed - Shows additional information that may be needed to help
    win/understand the opportunity.

    When using the Blue Sheet on your mobile device then the responsive view is displayed as:

    Toolbar icons are accessed via the three dots icon in the top right.
    Fig. 6b, Responsive Blue Sheet mobile view

    © 20 16 Miller Heiman Gro up. All rights reserved.

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