Mutual Action Plans: How to Align Expectations and Keep Deals on Track

Imagine this: You’re midway through a deal, but suddenly, the prospect stops responding. Your emails go unanswered, and the momentum you worked so hard to build seems to disappear. What went wrong? Often, it’s because both sides weren’t on the same page about the next steps. Mutual Action Plans (MAPs) solve this problem by ensuring alignment between you and the prospect at every stage of the sales process.

In our Enterprise Sales Guide, we introduced key tools to navigate complex sales processes. Today, we’ll explore how Mutual Action Plans (MAPs) can help you keep deals on track and maintain momentum.

What are Mutual Action Plans?

A Mutual Action Plan (MAP) is a shared document that outlines the critical steps, responsibilities, and timelines for both you and the prospect. The goal of a MAP is to ensure that everyone involved is aligned and accountable, with clear visibility on what needs to happen next to move the deal forward.

Why are MAPs So Useful?

In enterprise sales, deals often involve multiple stakeholders and complex processes, making it easy for momentum to slow down or for misunderstandings to arise. A well-structured MAP can:

1. Ensure clarity: Both you and the prospect know exactly what needs to happen and when.
2. Build accountability: Each party is responsible for specific actions, ensuring that deadlines are met.
3. Maintain momentum: Regularly updating the MAP ensures that the deal continues to move forward without unnecessary delays.
4. Foster trust: A MAP demonstrates professionalism and a commitment to collaboration, helping build stronger relationships with your prospect.

How to Apply MAPs in Enterprise Sales

Using a MAP requires setting clear expectations from the beginning of the sales process and collaborating with your prospect to ensure mutual understanding. Here’s how to create and implement a MAP:

1. Define Milestones and Deliverables

Start by defining the major milestones in the sales process. This includes everything from discovery meetings to contract negotiations and final approval. For each milestone, specify the deliverables and actions that need to be completed.

Example:

"The next step is a technical demo, which we’ll schedule by the end of the week. Following that, we’ll need your feedback to prepare a tailored proposal."

2. Assign Responsibilities

Clearly outline who is responsible for each action item, both on your side and the prospect’s side. This ensures that everyone knows their role in moving the deal forward.

3. Set Realistic Timelines

Assign deadlines for each milestone. Be realistic but firm, as deadlines ensure accountability and prevent the deal from stalling.

4. Regularly Review and Update

A MAP should be a living document. Schedule regular check-ins to review progress, address any roadblocks, and adjust timelines as needed.

Key Takeaways:

• Mutual Action Plans provide a clear roadmap for both you and your prospect, aligning expectations and keeping the deal on track.
• MAPs foster accountability, ensuring that everyone knows what needs to happen and when.
• Regularly updating the MAP helps maintain momentum and builds trust with the prospect.

‍