Miller — Heiman Blue Sheet Excel [exclusive]

Miller Heiman defines four buyer types. In Excel, each is a column with a dropdown menu (Data Validation):

| Metric | Target | Actual | Variance | % Variance | | --- | --- | --- | --- | --- | | Sales Revenue | $100,000 | $90,000 | -$10,000 | -10% | | Conversion Rate | 20% | 18% | -2% | -10% | | Average Deal Size | $10,000 | $9,000 | -$1,000 | -10% | miller heiman blue sheet excel

The Excel Blue Sheet typically consists of 5 core modules. Each module corresponds to columns or tabs in a workbook. Miller Heiman defines four buyer types