Miller heiman strategic selling blue sheet pdf
The sections of the worksheet that summarize the Situation Appraisal are: Selling Organization Team, Field of Play Strategic Players, Field of Play's Trends, Field of Play's Opportunities, Our Strategic Strengths, Our Critical Vulnerability. Goals - A goal links a Strategic Player to an Opportunity (or problme) achieving a change in perception by leveraging a Strategic Strength. It reflects what you'd like the account to look like two to three years out.ġ0.
Charter Statement - Shows our charter statement, which is the essence of your long-term strategy with a particular account. Position on the Buy-Sell Hierarchy - The Buy-Sell Hierarchy is a visual method for thinking about long-term account relationships and their value to the buying organization.ĩ. This enables the sales teams to fully leverage the power of SAP CRM as one single enterprise CRM system and extends its functionality to leverage Miller Heiman sales processes in a highly efficient. A critical vulnerability is a weakness that, if not remedied, could cripple your strategy.Ĩ. This integration allows data entered in SAP CRM 7.0 Opportunity, Accounts and Activities into Miller Heiman Blue, Gold and Green sheet in real time. Our Critical Vulnerability - Shows your organization's critical vulnerability. A strategic strength is something that, when leveraged, helps the Field of Play achieve an Opportunity.ħ. Our Strategic Strengths - Shows your strategic strengths. Field of Play's Opportunities - Like Trends, Opportunities can exist "out there," in the account's immediate environment or in the market at large, or they can be internal within the account.Ħ. Field of Play's Trends - Any change in your Field of Play's market, its customer base, the behavior of those customer's' or the business environment that is significant to the account.ĥ. Field of Play Strategic Players - Consists of individuals within your Large Account or associated with your Large Account that have a specific Role within the Field of Play for the account.Ĥ. Selling Organization Team - The Selling Organization Team consists of individuals within your own organization that have a specific role within the Field of Play for the account.ģ. Details - Displays a summary of the basic information from your CRM.Ģ. Using the Gold Sheet will increase your productivity as well as improve your ability to effectively manage your long-term account relationships:Ĭlick here for Toolbar Navigation information.Ĭlick here for Icons and their functions information.ġ. The Gold Sheet is designed to assist you in managing your long-term account relationship and is launched from the account record in your CRM.
The online Large Account Management Process SM (LAMP®) Strategic Account Analysis Worksheet (Gold Sheet) looks almost exactly like the Gold Sheet in your training course with the additon of the navigation icons and other integration features. Large Account Management Process SM (LAMP®)