Use Conditional Formatting on Column E (Position). Highlight "Opponent" in Red, "Supporter" in Green. This gives you an instant visual "heat map" of the account.
| Name & Title | Buying Role | Influence (1-5) | Position | Personal Wants | Business Results | Strategy | | :--- | :--- | :--- | :--- | :--- | :--- | :--- | | Jane Smith, CFO | | 5 | Neutral | Reduce cost variance, improve P&L | Reduce scrap costs by 20% in Q4 | Build business case, quantify ROI | | Bob Lee, Plant Mgr | User Buyer | 4 | Supporter | Better production uptime, less downtime | Increase line efficiency by 15% | Provide pilot, show ease of use | | Sarah Chen, IT Dir | Technical Buyer | 4 | Detractor | Secure integration, minimal risk | No data breaches, easy integration with current ERP | Schedule security review, provide API docs | | Mike Jones, Ops VP | Coach | 3 | Supporter | Enhance his status as an innovator | "Look good" to the CEO by driving a successful high-profile project | Arm him with value prop, ask for internal insights |
This is your deal's cover page. It sets the context and scope for the rest of the analysis. miller heiman blue sheet excel
In a second sheet (named Deal_Dashboard ), use formulas to summarize the Blue Sheet data.
The Blue Sheet is a single-page strategic analysis tool. It helps sales reps look beyond basic deal tracking to understand the political, economic, and structural dynamics of a complex sale. Use Conditional Formatting on Column E (Position)
To get started, several free and commercial options are available for Miller Heiman Blue Sheet templates in Excel and PDF:
To help me tailor this resource or provide further guidance, let me know: | Name & Title | Buying Role |
What is the specific, measurable goal for this sale? Closing Date: When is the expected closure? 3. Red Flags & Action Plan This is the heart of the Blue Sheet.
A standard sheet is designed to map a single, complex sales pursuit from a bird's-eye view. Instead of tracking activities like calls and emails, the layout focuses entirely on deal mechanics, risk mitigation, and political alignment.