Mutual Action Plan Solutions By Role

Published on August 24, 2023 by David Zhang

Mutual Action Plan Solutions By Role

In the realm of B2B sales, the mutual action plan (MAP) stands out as a highly strategic tool that aligns the selling organization with the buyer's journey, promoting transparency and collaboration. Essentially, a MAP is a shared agreement on the steps and timelines that both seller and buyer will follow to achieve a successful purchase and implementation. It not only facilitates smoother transactions but also helps build trust and establish long-term partnerships.

Sales and buying are not one-size-fits-all processes. Each role involved has different needs and contributes differently to the mutual action plan. Let’s delve into how mutual action plan solutions can be tailored to fit various roles within both the selling and buying organizations.

For the Sales Representatives

Sales reps are on the frontline, making them pivotal in initiating and managing the MAP. Their primary role in the mutual action plan is to:

  1. Understand the buyer's pain points and articulate how their solution addresses them directly.
  2. Set clear milestones and deadlines that guide the buying process.
  3. Provide the right resources at the right time, such as product demos or technical specifications.
  4. Keep the communication lines open, ensuring the buyer is updated and engaged throughout the sales cycle.

To be effective, sales reps need a MAP solution that is collaborative, flexible, and easily trackable. A platform that allows for real-time updates and integrates with their existing CRM system can significantly increase efficiency and keep all parties aligned.

For Account Executives

Account executives (AEs) generally step in during later stages of engagement. Their focus is on:

  1. Negotiating deals that align with the objectives outlined in the MAP.
  2. Working closely with sales reps to ensure continuity and consistency in the sales process.
  3. Maintaining a strategic overview of the account to identify future upsell and cross-sell opportunities.
  4. Closing the loop, ensuring all deliverables are met and the transition to implementation or account management is smooth.

An effective MAP solution for AEs should provide a 360-degree view of the account's sales journey, enabling them to spot potential risks and intervene proactively to keep the deal on track.

For Sales Managers

Sales managers oversee the sales strategy and ensure that their team's efforts are aligned with larger business objectives. In the context of MAPs, sales managers need to:

  1. Coach their team on best practices for creating and executing mutual action plans.
  2. Track progress on multiple MAPs across different team members and accounts.
  3. Analyze data and metrics to refine sales strategies and improve overall performance.
  4. Forecast sales outcomes based on the milestones and timelines established in each MAP.

For sales managers, the MAP solution should offer robust analytics and reporting features that aid in strategic decision-making and forecasting.

For Customer Success Managers

Once a sale is closed, customer success managers (CSMs) are responsible for ensuring the successful adoption and long-term value realization of the product or service. Their role with a MAP includes:

  1. Guiding the customer through onboarding and implementation in accordance with the MAP.
  2. Regularly checking in with the customer to ensure all agreed steps are being followed and any issues are swiftly addressed.
  3. Adaptation, as they might need to adjust the MAP to address unforeseen challenges or changes in the customer’s situation.
  4. Identifying opportunities for further value-add and account growth based on the customer's evolving needs.

A MAP solution for CSMs should provide visibility into the post-purchase journey and allow for adjustments to ensure customer success and satisfaction.

For the Buyer

The buyer, or the customer's procurement team, also plays a significant role in the mutual action plan. They are responsible for:

  1. Defining their procurement process, including required steps, stakeholders, and timeline.
  2. Communicating internal requirements and providing the seller with the information they need to meet those requirements.
  3. Ensuring internal stakeholder alignment and buy-in throughout the buying process.
  4. Staying engaged and responsive to the selling organization to maintain momentum.

The MAP solution for buyers should allow them to easily communicate their needs and track progress from their end, aligning their internal processes with the seller's expectations.

For IT and Security Teams

Finally, in today's highly digital business environment, IT and security teams have become integral to the buying process for B2B tech solutions. They must:

  1. Ensure that the seller’s solution meets all technical requirements and security standards before implementation.
  2. Collaborate with the selling organization to address any concerns and verify compliance.
  3. Support the implementation process by being part of the MAP's technical milestones.

IT and security teams require a MAP solution that focuses on the technical aspects of the buying process, offering detailed technical timelines and clearly outlining responsibilities.

In Conclusion

A robust mutual action plan is not a static document but a living, breathing strategy that adapts to the needs of all stakeholders involved. Sales engagement platforms or AI-powered tools like Aomni help create dynamic MAPs that can be tailored to each role's needs, ensuring collaboration and alignment across the board. As sales move towards a more buyer-centric and consultative approach, adapting your mutual action plans to meet the distinct needs of every role, from sales reps to IT teams, becomes not just beneficial but a necessity for successful, modern sales operations.

By implementing role-specific MAP solutions, organizations can create synergy between selling and buying processes, leading to streamlined sales cycles, elevated trust, and ultimately, a reinforced competitive edge in the market.

Take your workflow to the next level