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Sales Process

Maintaining a Mutual Action Plan

duration
10 min
Average Score
83%

Matt Doyon

Chief Executive Officer @ Triple Session

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Mutual action plans (MAPs) are essential tools for driving multi-stakeholder deals to successful outcomes. This comprehensive guide will cover why MAPs are important, how to maintain them effectively, and how to address common challenges that may arise.

The Importance of Mutual Action Plans

Why are MAPs important? They provide a structured approach to managing complex sales processes. MAPs ensure that all stakeholders are aligned and working towards a common goal, which is crucial for successful outcomes. By clearly defining each step and milestone, MAPs help to keep the process organized and on track.

Setting Up a Mutual Action Plan

Initial Setup

Template: Start with a comprehensive template that covers 80% of the work. This template should include predefined milestones, tasks, and checkpoints.

Customization: Tailor the template to the individual buyer’s needs. This customization ensures that the MAP addresses the specific challenges and goals of the client.

Milestones: Clearly map out all milestones to keep the process on track. These milestones act as checkpoints, allowing you to measure progress and make adjustments as needed.

Maintaining Momentum

Keeping the MAP on Track

North Star: Always refer back to the primary goal or North Star. This keeps everyone focused on the main objective and helps to maintain alignment across all stakeholders.

Frequent Updates: Regularly update all stakeholders on progress to maintain momentum. These updates should highlight what has been accomplished and what is coming next.

Communication: Use diverse communication channels such as email, Slack, and calendar invites. This ensures that everyone is kept in the loop and can access important information quickly and easily.

Handling Roadblocks

Preparing for Challenges

Expect the Unexpected: Anticipate roadblocks and prepare strategies to address them. This proactive approach helps to minimize disruptions and keep the MAP moving forward.

Micro Objections: Address small objections promptly to prevent them from derailing the process. By tackling these issues early, you can prevent them from escalating into larger problems.

Collaborative Effort: Work closely with your champion to navigate through challenges. Your champion is a key ally in overcoming obstacles and keeping the MAP on track.

Re-establishing Focus

Maintaining Alignment

Impact and Problem: Continuously highlight the problem you’re solving and the impact of the solution. This reinforces the value of the MAP and keeps everyone focused on the ultimate goal.

New Stakeholders: Ensure new stakeholders are quickly brought up to speed on the MAP and its objectives. This helps to maintain alignment and prevent any delays caused by onboarding new participants.

Effective Communication

Multiple Channels

Email: Regular updates and document sharing. Email is an essential tool for keeping everyone informed and ensuring that important documents are easily accessible.

Slack/WhatsApp: Quick updates and group discussions. Instant messaging platforms like Slack and WhatsApp allow for rapid communication and quick resolution of issues.

Phone Calls: Detailed discussions and personal connection. Phone calls provide a more personal touch and are useful for discussing complex topics or resolving misunderstandings.

Calendar Invites: Schedule regular check-ins and important dates. Using calendar invites ensures that everyone is aware of key milestones and can plan their schedules accordingly.

Practical Tips

Best Practices

Clear Roles and Tasks: Define responsibilities and timelines clearly. This ensures that everyone knows what is expected of them and can work towards their specific tasks effectively.

Celebrate Successes: Acknowledge achievements to maintain motivation. Celebrating small wins helps to keep morale high and reinforces the value of the work being done.

Open Dialogue: Keep communication lines open for addressing concerns promptly. An open dialogue fosters trust and ensures that any issues are addressed quickly and effectively.

Strategies for Overcoming Challenges

Managing Roadblocks

Identify Early: Recognize potential roadblocks early and address them before they become major issues. This proactive approach helps to minimize disruptions and keep the MAP on track.

Collaborate Closely: Work closely with your champion to navigate through challenges. Your champion is a key ally in overcoming obstacles and keeping the MAP on track.

Provide Solutions: Offer practical solutions based on your experience. Sharing examples of how similar issues have been resolved in the past can provide valuable insights and help to overcome current challenges.

Leveraging Multiple Communication Channels

Ensuring Effective Communication

Diverse Methods: Use a variety of communication channels to ensure that all stakeholders are kept informed and engaged. This includes email, instant messaging, phone calls, and calendar invites.

Regular Updates: Provide regular updates to keep everyone informed about progress and upcoming milestones. This helps to maintain momentum and ensure that the MAP stays on track.

Personal Touch: Use phone calls and face-to-face meetings to build stronger relationships and address complex issues. Personal interactions can help to resolve misunderstandings and foster trust.

Mutual Action Plans are essential for managing complex sales processes. By setting clear expectations, maintaining open communication, and leveraging project management tools, you can ensure that your MAPs drive successful outcomes.

Remember, a well-maintained MAP keeps all stakeholders aligned and focused on the ultimate goal, ensuring a win-win for both sides. By following these comprehensive strategies, you can ensure that your mutual action plans are effective and that your champion is fully engaged and empowered to drive the project to success.

For more strategies and detailed insights, refer back to our session on maintaining mutual action plans. This continuous learning and application of best practices will help you master the art of mutual action plans and achieve consistent sales success.

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