Mutual Action Plans

These valuable tools are often underused but hold huge potential for positioning value and driving customer engagement

Let me to shed some light on their importance and how they can drive sales

As a living document, a MAP defines key activities tied to each milestone, empowering customers to make informed purchasing decisions and achieve their desired outcomes

It's no secret that buying is becoming increasingly complex, with customers facing numerous decision criteria, internal processes, and the need for collaboration among stakeholders

As salespeople we can help

A well-crafted MAP can provide clarity, helping customers navigate the complexities while minimising internal friction and risk.

It would include these elements

🔶 Plan owners:
- Identify the main contact and salesperson, ideally choosing a ‘champion’ within the customer's organization.
- This individual should possess the necessary influence to drive the desired outcomes

🔶 Situation and value:
- Show understanding of current state, root cause, desired future state, and associated value
- Highlight the impact of not implementing a change, such as its implications on revenue, cost, or risk.

🔶 Stakeholders:
- Recognise and involve all relevant individuals in the Decision-Making Unit (DMU)
- Consider their influence and impact on the opportunity.

🔶 Commitments (required and agreed to):
- Capture the necessary resources and communication for success
- Align on key commitments upfront to accelerate the sales process and mitigate the risk of a ‘no decision’ outcome.

🔶 Major milestones:
- Tailor the milestones to the specific plan, including activities, time frames, and expected results.
- Ensure the plan encompasses all demos, presentations, procurement requirements, approvals, and agreements.
(Remember, the final milestone should focus on the desired outcome, not just the signing of a contract.)

🔶 Deliverables:
- Outline the specific materials or documentation required by the decision-making team, such as studies, testimonials, references, and relevant documents.
- Collaborate with customers to define these deliverables early on and adapt them as additional stakeholders provide input and requirements.

Mutual action plans can be created using various tools, including Word documents or spreadsheets.

Alternatively, user-friendly software options exist that facilitate plan creation, updates, readability, and collaboration

🟠 Don’t leave success to chance… plan it 🟠