A high-performing Blue Sheet template should be organized into these eight essential components: A guide to understanding the Miller Heiman Sales Process
Deal Name,Sales Rep,Date,Value,Close Date,Influence Name,Role,Red Lights,Green Lights,Business Results,Attitude,Influence,Position,Next Action,Due Date,Expected Outcome Acme Corp,Jane Doe,4/18/2026,500000,6/30/2026,John Smith CFO,Economic Buyer,Avoid budget cut approval,Wants faster close,20% margin improvement,Neutral,High,Neutral,Send ROI model,4/25/2026,Agree to meeting miller heiman blue sheet excel
Use a single workbook with separate clearly labeled sections (group rows and use borders/colors). Suggested column widths: 20–40 for text columns; freeze top rows. A high-performing Blue Sheet template should be organized
Week 1 — Foundations: Miller Heiman Blue Sheet theory Expected Outcome Acme Corp