salezkween

Enterprise Account Executive

Did your leadership give you a template, tool, or did you DIY?

A mutual success plan is a collaborative document shared with clients to show steps completes, outstanding steps and target dates of completion with ownership.

If you aren't using one, why? If sometimes, when don't you?

Curious how often this is happening in the wild.

Are you using mutual action plans in your deals?

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What’s that? Every. Single. Time. Sometimes

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19 comments

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TennisandSales

Politicker

Head Of Sales

i created it. id never trust my leadership to give me something that important.

and yes i use it on almost every deal.

the bigger the deal the more important this is.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You may have to explain what you mean to the uninitiated.

Generally though having mutually agreed upon "next steps" is a Sales 101 thing.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

They gave me a MAP or MSP that was redundant and did not fit in the segment I was working on. I DIY’d.

I use it only when it’s a mid sized business. For SMall companies or startup’s, the MSP does not make sense. They want to move really fast and the MSP is a turn off.

For larger deals and multiple stakeholders, I use my own MSP. It covers -

- important dates
- important documents hyperlinked
- stakeholder ownership mentioned clearly
- commitment from both the sides.

Beans

Big Shot

Enterprise Account Executive

Absolutely use a Joint Action or Execution Plan with every deal near verbal commit.

Every enterprise company has a different buying process, and we have our own implementation process. Timelines need to be aligned on as do all the folks who need to be involved to close.

It is a great tool, and I high recommend using it in your own cycles for larger, more complex deals.

Kosta_Konfucius

Politicker

Sales Rep

With clients that are invested in learning more, they are great. However one's who are up in the air with budget, its just another thing I need to follow up one so not as valuable.

DungeonsNDemos

Big Shot

Rolling 20's all day

30 seconds to presidents club has a great episode on MAP/JEPs. We use them at my org for most deals and they have only ever helped.

Diablo

Politicker

Sr. AE

What’s that ?

salezkween

Opinionated

Enterprise Account Executive

A collaborative doc shared with clients that shows completed steps, all outstanding steps in an evaluation process, target dates and owners on both sides (client and internal).

Sunbunny31

Politicker

Sr Sales Executive 🐰

My very favorite is when you diligently work one up, the prospect/customer agrees to it, and then promptly ignores all the steps and never helps update.

braintank

Politicker

Enterprise Account Executive

I think this happens 99% of the time

SaaSsy

Politicker

Agree - so why do we do it then 😌

lordofsale

Member

Sales Executive

I mean, softly in emails.

......should I send them an Asana task though?

CuriousFox

WR Officer

🦊

DIY bay-beeeeeee

coletrain

Politicker

Account Executive

Some call it a JEP (joint execution plan) or a MAP (mutually agreed plan), it depends on the size of the client though.

Others have said this but it bears repeating: it is about the buyer. If they don't want to, generally it is not the best idea. The smaller the deal, the less likely it is that this would be used.

ChunkyButters

Tycoon

Depends on the deal. Smaller ones that I won't be doing major process adjustments for, no I do not send an official MSP.

Larger enterprise deals, I absolutely send an MSP. Then it is adjusted through the process as we continue to engage, add/subtract steps, etc. Important to get champion(s) input so that you can see what internal steps they need (legal, some big wig thumbs up, etc.)

punishedlad

Tycoon

Business Development Team Lead

I make one myself, usually.

ARRisLife

Politicker

Account Executive

Use one in every deal. Helps keep everyone aligned and all the various steps. Also love to use it as a temperature check- ie how engaged is the customer with it, when my prospect POC is actively editing it or at least giving good feedback when we review at the end of calls it’s a good sign that they’re serious. Lack of that gives me some paranoia about the realness of the deal. Of course this depends on when exactly in the deal you’re using it and some other factors but great way to flush out risks and timing of everything.

Should be highly customized to their process and the end of the “plan” shouldn’t be contract signature but post onboarding and the various milestones to implement and launch.

countingmyinterest

Politicker

Account Executive

I create my own - I like my VP and SVP and they close deals too. Buuuuuut there is no process in place right now and I'm iterating to create one.

Maximas

Tycoon

Senior Sales Executive

Only sometimes.

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salezkween

Did your leadership give you a template, tool, or did you DIY?

Are you using mutual action plans in your deals?

19 comments

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