The Audible-Ready Sales Podcast Developing Mutual Action Plans
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Apr 30, 2024 Learn about the value of Mutual Action Plans in sales, including strategic mindset, documentation, customer buy-in, and goal alignment. Explore how MAPs drive collaboration, uncover disconnects, and counter competitors, emphasizing their role in complex sales processes.
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What A Mutual Action Plan Is
- A mutual action plan (MAP) is a jointly developed action plan that maps the critical path to the customer's desired outcome.
- It defines who does what and serves as a communication tool to stay aligned on expectations.
When To Use A MAP
- Use a MAP when the buying process or solution involves complexity and many stakeholders.
- Avoid MAPs for straightforward buys where the customer controls decisions and can act quickly.
Structure MAPs As Reverse Timelines
- Build the MAP as a reverse-engineered visual of milestones, activities, responsibilities, timing, and confirmation steps.
- Account for outside factors and keep the MAP shared and current with the customer.