Gold Sheet

Articles

Gold Sheet - Version 6.0 New Features
  1. Salesforce (SFDC) displays sub-accounts 5 levels deep.  SFDC also only shows opportunities in sub-accounts when the FOP is NOT mapped: Single Sales Objective tab - includes opportunities associated with any sub-accou...
Gold Sheet Overview
Large Account Management Process SM (LAMP®) 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 t...
Toolbar Navigation- Gold Sheet
The toolbar in the top right of the screen allows you to access many features of the sheet. Fig. 29, Toolbar Navigation Launch elearning:   When you click on this icon, a panel will open to provide acces...
Icons and their Functions- Gold Sheet
Icons and Their Functions Flag Mode: Clicking this icon activates Flag Mode.  This allows you to identify strengths or red flags in each section of the sheet. Sort icon: Click to sort the rows. Firs...
About Roles
About Roles There are four roles that you can assign to Strategic Players and Selling Organization Team members: Sponsor Anti-Sponsor Strategic Coach Key Player Sponsor Three key components are necessary ...
Selling Organization Team
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. Identifying your Team to the Strategic Players in the Field of ...
Field of Play Strategic Players
Field of Play Strategic Players The 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. &nbs...
Field of Play's Trends
Field of Play Trends A Trend is any change in you Field of Play's market, its customer base, the behavior of those customer's' or the business environment that is significant to the account. Trends can be up, down or constant. &...
Field of Play's Opportunities
Field of Play 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.  However, these may not be opport...
Our Strategic Strengths
Our Strategic Strengths The first criterion of finding a strategic Strength is determining its value by the customer, which ultimately comes from Miller Heiman's precepts in Conceptual Selling "that nobody buys a product in and of ...
Our Critical Vulnerability
Our Critical Vulnerability Vulnerabilities should be considered as significant weaknesses, if left unprotected they could cripple your strategy. Use the following criteria uncover and neutralize Vulnerabilities: A Vuln...
Position on the Buy-Sell Hierarchy
About the Buy-Sell Hierarchy The Buy-Sell Hierarchy is a visual method of assessing the current situation and where you want it to be within three years from now.  It provides reliable benchmarks to measure not only how you see the acc...
Charter Statement
Charter Statement Up until now, the data entry and Strategic Account Analysis has been focused on understanding your current situation with the Large Account. The Charter Statement takes you beyond this first step by allowing you to define ...
Goals
About Goals Goals are incremental stages toward better points of value. In order to actualize your Charter Statement, your Goals have to be realistic and tied in precisely to your Large Account's perceptions.  A Goal is a qualitati...
Best Actions
Best Actions Best Actions support all the elements under the Situational Appraisal and analysis segments of the LAMP process including your position on the Buy-Sell Hierarchy to the realization of your Revenue Targets.  Each Action, ther...
Revenue Targets
Revenue Targets Revenue Targets are the sales results that your team believes can be achieved in the Field of Play within a specific time frame-usually one to three years out from today. Revenue Targets have two related functions: ...
Single Sales Objectives
Single Sales Objectives The Single Sales Objective (SSO) is the focus of any sales call - the product or service you are intending to sell to the customer. The information in the Gold Sheet is a snapshot of the Opportunities that reside withi...
Additional Actions
Additional Actions Actions of all sorts can arise through the Strategic Analysis process. Each item needs to be address and assigned to ensure anything associated with the Account Relationship that has a task, a phone call, or some other it...
Focus Investments- Not Goal Related
Focus Investments- Not Related to a Goal Focus Investments are "the concentration of resources directly related to achieving one or more of your Goals and thus of improving your position with the Field of Play."  Since ...
Stop Investments- Not Goal Related
Stop Investments- Not Related to a Goal Stop Investments are the opposite of Focus Investments in that they help you identify those areas in which your current resource investment is not paying off and to work in conjunction with the Field ...