What is a Mutual Action Plan & Why Should You Use One? (Plus A FREE Template Download)

This week's issue is all about Mutual Action Plans. (MAPs)

MAPs are great tools to help reps qualify deals, set client expectations, forecast deals & more.

The problem is an overwhelming number of reps aren’t using them.

In a recent Masterclass, only 30% of reps were using MAPs and a whopping 83% were hesitant to use them for fear of “adding more work for their buyer” OR being seen as “pushing buyers too hard”.

So let’s change that.

In today’s issue you’ll learn:

• What is a Mutual Action Plan?

• The top 5 reasons why you should be using one to win more deals

• FREE Mutual Action Plan Template download

What is a Mutual Action Plan?

A Mutual Action Plan, or MAP, is a simple way for buyers and sellers to work together on solving a problem.

It outlines the steps & requirements needed to evaluate a solution, along with dates to establish a timeline.

MAPs are often shared as spreadsheets, docs, or slide decks.

Why Should You Use One?

If you sell software, the buying process has become much more complex.

Most B2B buying groups consist of anywhere between 6-10 decision-makers.

And on top of that, buyers are busier than ever.

They’re looking at several vendors, juggling multiple projects & competing priorities, and still have to manage their day-to-day responsibilities.

It’s a lot.

If you don’t make the process easy for them to navigate, your deal is at risk.

Outside of that, here are the top 5 reasons you should be using MAPs

1. Qualification - If your buyer is unwilling to co-create or participate in a MAP - it’s probably not qualified

2. Setting expectations - No one likes surprises, and most buyers aren’t professional software buyers. Set expectations early and often - which develops trust & credibility.

3. Facilitates multi-threading - With 6-10 DM’s on average - the use of MAPs helps to lay out the steps where different stakeholders need to weigh in.

4. Establishes a timeline - “Time kills all deals” and without a clear understanding of the timeline, your deal is at risk. MAPs help to establish an evaluation timeline that both the buyer & seller co-create.

5. Improves forecast accuracy - Having a clear understanding of what’s left, who owns it, and the agreed-upon timeline - will allow you to focus on the deals that are actually “in play” and not over-committing based on rep “happy ears” 👂

FREE Template Download

Want to start using MAPs, but don’t have a template and don’t want to create one from scratch?

I got you.

I created one so you don't have to. FREE DOWNLOAD HERE

If you’re looking to take your MAP game to the next level - check out Accord or follow Ross Rich and Tariq Esmail or Linkedin.

They’re MAP Masters and have developed an awesome tool that puts the top 5 reasons on steroids. 💉

Thanks for reading!

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