Miller-Heiman Opportunity Planner/Blue Sheet

I) Instructions: Please complete the blank fields shown below for 1 real opportunity you are working on.

Opportunity Plan 1

Opportunity Primary
Today’s Date:
(Your Name):
Account: Opportunity ID:
Address: Deal Size ($ Value):
Sales Objective (What are
you selling in this opp):

Main Phone: Target Close (Date):

II) Instructions: Please complete the Competitive Information on this opportunity

Competitors Status (i.e. What are the POSITIVE(S) to the Customer if What are the NEGATIVE(S) to the Customer if they
Competitors Name
Incumbent, Best Few) they make this competitive choice. make this competitive choice.

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III) Instructions: Please fill in the McKesson Sales Team involved in the opportunity (please complete at least the first two columns below.
You are listing all the customer-facing employees involved in advancing the opportunity).

Opportunity (pick an opportunity from the first page):

Sales Team Member Job Title Briefly state what this person will need to do to support opportunity

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IV) Instructions: Please fill in the Buying Influences Information you have for this opportunity (use key below).

Opportunity Plan 1: Buying Influences/Relational Strategy

Level of
Buying Influence Name Primary Job Function EB UB TB C Personal Win Business Results Mode Rating
Influence

Type: EB – Economic Buyer, UB – User Buyer, TB – Technical Buyer, C – Coach Mode: Growth, Trouble, Even Keel, Overconfident
Rating: +5 Enthusiastic Advocate, +4 Strongly Supportive, +3 Supportive, +2 Interested, +1 Will Go Along, -1 Probably Won’t Resist, -2 Uninterested, -3 Mildly
Negative, -4 Strong for Competition, -5 Antagonistic Anti-Sponsor; Level of Influence: Low, Medium, High

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V) Instructions: What is the Summary of My Position Today? Please summarize the overall STRENGTH S you have in this opportunity as well as the RED
FLAGS.

STRENGTHS RED FLAGS

VI) Instructions: Step 1: Brainstorm all the Possible Actions that anyone involved in this strategic sales plan could make to advance this
opportunity. Step 2: After you have brainstormed your possible actions, PRIORITIZE them to create your BEST ACTION PLAN.

Action Detailed Description Owner Priority (Y or N)? Due Date

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