In the world of sales, closing a deal is the ultimate goal. But with so many factors at play, it can sometimes feel like a game of chance. What if there was a way to increase your chances of closing more deals? That's why top sales teams use mutual action plans. 

These strategic tools are designed to help you and your prospect align on key objectives, timelines, and action items. By creating a roadmap for success, you'll be able to build trust, increase collaboration, and ultimately, close more deals. 

In this blog, we'll dive into everything you need to know about mutual action plans and how to use them to your advantage in the sales process. So if you're ready to take your sales game to the next level, keep reading!

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What is a mutual action plan?

A mutual action plan is a collaborative agreement between a salesperson and a potential client that outlines the specific steps that both parties need to take to move the deal forward. It's basically a roadmap that lays out what needs to be done, by whom, and when, to ensure that the sale progresses smoothly and efficiently with as few roadblocks or delays as possible.

The mutual action plan is an important tool in the sales process for a number of reasons. 

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Trust building: It helps to build trust between the salesperson and the potential client. By involving the potential client in the sales process and collaborating on a plan of action, the salesperson demonstrates that they are invested in the client's success and are committed to finding a solution that works for them.

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Two-way accountability: A mutual action plan creates accountability on both sides. By clearly defining what needs to be done and by when, the potential client is more likely to follow through on their commitments, and the salesperson is able to track progress and identify any potential roadblocks that may arise.

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Fast track sales process: A mutual action plan helps to streamline the sales process and increase efficiency. By breaking down the sale into specific steps and assigning responsibilities, the salesperson can avoid confusion, reduce the risk of misunderstandings, and ensure that the sale moves forward in a timely manner.

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In short, a mutual action plan is an important tool in the sales process that can help to build trust, create accountability, and increase efficiency. By involving your potential client in the sales process and collaborating on a plan of action, you can close more deals and build stronger relationships with your clients.

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How to create a mutual action plan: A step-by-step guide

Creating a mutual action plan may seem daunting, but it's a relatively simple process. Here's a step-by-step guide to creating a mutual action plan:

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1. Identify your prospect’s needs: Before you can create a mutual action plan, you need to have a clear understanding of your prospect’s needs and objectives. Practice active listening, ask the right questions, and gather as much information as possible about their business and pain points.

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2. Identify key stakeholders: Once you have a clear understanding of your prospect’s needs, you need to identify the key stakeholders who will be involved in the sale. This includes decision-makers, influencers, and anyone else who will have a say in the final outcome.

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3. Define the goals: With the needs and stakeholders identified, you need to define the goals of the mutual action plan. What do you want to achieve? What does the client want to achieve? What are the specific outcomes that you are working towards?

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4. Break down your plan into specific steps: Once you have defined the goals, you need to break down the mutual action plan into specific steps. This includes identifying the tasks that need to be completed, who will be responsible for each task, and the timeframe for completion.

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5. Assign responsibilities: With the specific steps identified, now you need to assign responsibilities to each stakeholder involved in the sale. This includes defining who will be responsible for each task, as well as any deadlines or milestones that need to be met.

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6. Set deadlines: Deadlines are critical to the success of a mutual action plan. They help to create urgency and ensure that everyone involved stays on track. Make sure to set realistic deadlines that take into account the needs of all stakeholders.

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7. Communicate your plan: Once the mutual action plan is created, it's important to communicate it clearly to all stakeholders. This includes outlining the goals, specific steps, and responsibilities, as well as any deadlines or milestones that need to be met.

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By following these steps, you can create a mutual action plan that is clear, actionable, and effective. Your mutual action plan will help to build trust, create accountability, and ultimately close more deals.

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Top benefits of using mutual action plans

Using a mutual action plan to close more deals has a number of benefits for both salespeople and potential clients. Here are some of the key benefits for sales teams we’ve broken down more:

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• Increased efficiency: By breaking down the sales process into specific steps and assigning responsibilities, a mutual action plan can help streamline your sales process and increase efficiency. This helps to avoid confusion, reduce the risk of misunderstandings, and ensure that the sale progresses smoothly.

• Improved communication: A mutual action plan requires regular communication between the salesperson and the potential client. This helps to build stronger relationships and ensures that everyone involved is on the same page.

• Clear expectations: A mutual action plan can set clear expectations for both you as the salesperson and your potential client. This helps to avoid misunderstandings and ensures that everyone is working towards the same goal.

• Accountability: As we’ve already mentioned, a mutual action plan creates accountability on both sides. By clearly defining what needs to be done and by when the potential client is more likely to follow through on their commitments, the salesperson is able to track progress and identify any potential roadblocks that may arise. Unlike traditional sales approaches where the salesperson is solely responsible for the success of the deal, mutual action plans encourage both parties to take ownership of the process. This means that the prospect is more likely to follow through on their commitments, which in turn, increases the chances of closing the deal.

• Greater trust: Mutual action plans breed trust because they demonstrate a shared commitment to achieving a common goal. When a salesperson and a prospect work together to create a plan that outlines each party's responsibilities and timelines, it sends a powerful message that both parties are invested in the success of the deal.

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In short, using a mutual action plan to close more deals can lead to increased efficiency, improved communication, clear expectations, accountability, and greater trust. By working collaboratively with potential clients and creating a clear roadmap for the sales process, salespeople can close more deals and build stronger relationships with their clients.

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Examples of successful mutual action plans in sales

There are many examples of successful mutual action plans in sales. These are just a few examples:

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• Software sales: A software company had a potential client who was interested in purchasing their product, but was concerned about the learning curve involved. To address this concern, the salesperson created a mutual action plan during a product trial that included regular check-ins, onboarding training, and ongoing support. By working collaboratively with the client to create a plan of action, the software company was able to successfully close the sale and ensure that the client was satisfied with the product.

• Manufacturing sales: A manufacturing company was trying to sell their product to a potential client, but the client was concerned about the cost and the potential impact on their operations. The salesperson created a mutual action plan that included a cost analysis, a trial period, and ongoing support. By working collaboratively with the client and addressing their concerns, the manufacturing company closed the sale and built a long-term relationship with the client.

• Consulting sales: A consulting company was trying to sell its services to a potential client, but the client was concerned about the return on investment. The salesperson created a mutual action plan that included a detailed analysis of the potential ROI, regular touchpoints, and an overview of the project scope. By working hand-in-hand with the client and speaking directly to their concerns, the consulting company was able to successfully close the sale and deliver results that exceeded the client's expectations.

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These examples demonstrate the power of mutual action plans in sales that help salespeople build trust, create accountability, and ultimately close more deals. By tailoring the mutual action plan to the specific needs of the client, salespeople can ensure that their prospect is satisfied with their product or service and build a long-term relationship that benefits both parties.

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How to build stronger relationships with your prospects by using mutual action plans

A mutual action plan is not just a tool for closing deals. It is also a powerful way to build stronger relationships with clients. Here are some ways to use a mutual action plan to build stronger relationships where trust becomes the centerpiece:

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• Collaborate with your prospect: Involve your prospect in the sales process by working collaboratively to create the mutual action plan. This helps to build trust and shows the client that you are committed to their success.

• Listen to your prospect’s concerns: During the creation of the mutual action plan, listen carefully to your prospect’s concerns and address them in the plan. This demonstrates that you are invested in their success and helps to build a stronger relationship because your prospect will be able to visually see this.

• Set realistic expectations: Be honest with the client about what you can and cannot deliver. Set realistic expectations in the mutual action plan to ensure that both parties are on the same page and working towards the same goals.

• Communicate regularly: Regular communication is key to building a strong relationship with a client. Include regular check-ins in the mutual action plan to stay in touch and address any concerns or issues that arise.

• Provide ongoing support: Once the sale is closed, continue to provide support to the client. This helps to build a long-term relationship and ensures that the client is satisfied with the product or service.

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By using a mutual action plan to build stronger relationships with clients, salespeople can create a foundation for long-term success.

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Top mistakes to avoid when creating a mutual action plan

While mutual action plans can be an effective tool for closing deals and building stronger relationships with clients, there are some common mistakes that salespeople should avoid when creating these plans. Here are a few mistakes to watch out for:

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• Not involving the prospect: The purpose of a mutual action plan is to work collaboratively with the client to achieve a common goal. If the salesperson creates the plan without involving the client, it can lead to miscommunication and mistrust.

• Failing to listen to the prospect: It's important to listen carefully to your prospect’s concerns and address them in the mutual action plan. If you fail to do this, it can lead to a plan that doesn’t meet the client's needs, harming the relationship and ultimately leading to a lost sale.

• Setting unrealistic expectations: It's important to set realistic expectations in the mutual action plan to avoid disappointment and frustration. If you promise too much or set unrealistic goals, it can lead to a breakdown in the relationship.

• Not communicating regularly: Regular communication is key to the success of a mutual action plan. Failing to communicate regularly with your prospect can lead to misunderstandings and missed opportunities.

• Not providing ongoing support: Once the sale is closed, it's important to continue to provide support to your client. Failing to do so can harm the relationship and damage your and your company’s reputation.

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By avoiding these common mistakes and focusing on creating a collaborative, client-focused mutual action plan, salespeople can close more deals and build stronger relationships with clients.

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How to adapt your mutual action plan for different types of clients

Every prospect is unique, with different needs, preferences, and communication styles. To be successful in sales, it's important to adapt your mutual action plan to fit the specific needs of each prospect. Here are some useful tips for tailoring your mutual action plan for different types of prospects:

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• Understand your prospect’s communication style: Some people prefer frequent communication, while others prefer less frequent updates. Adapt your mutual action plan to fit your prospect’s preferred communication style to ensure that they are comfortable with the level of communication.

• Customize the plan to fit your prospect’s needs: Different people have different goals and priorities. When creating a mutual action plan, tailor it to fit the specific needs and goals of your prospect to ensure that they are fully invested in the plan.

• Be flexible: Some potential clients may need to adjust the plan as their needs change. Be flexible and willing to make changes to the plan as necessary to ensure that it remains relevant and effective.

• Provide additional resources: Some prospects may need additional support or resources to achieve their goals. Consider providing additional resources, such as training or consulting, to help them achieve their objectives.

• Understand your prospect’s industry: Different industries have different norms and standards. When creating a mutual action plan, be sure to understand the industry your prospect is operating in and then adapt the plan to fit those norms and standards.

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How to use a mutual action plan to overcome objections and obstacles in the sales process

One of the primary benefits of using a mutual action plan in sales is that it can help salespeople overcome objections and obstacles in the sales process. By working together with a prospect to create a plan, salespeople can identify potential objections and obstacles and develop strategies to overcome them. Here are some tips for using a mutual action plan to overcome objections and obstacles in the sales process:

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• Identify possible objections: Before creating your mutual action plan, work with your prospect to identify potential objections that may arise during the sales process. This will help you develop strategies to address these objections proactively.

• Develop strategies to overcome objections: Once you've identified potential objections, work with the prospect to develop strategies to overcome them. For example, if the price of your product or service is a common objection, you might develop a strategy to offer a discount or create a payment plan that works best for your potential client.

• Break down the sales process into simple, actionable steps: Use the mutual action plan to break down the sales process into actionable steps. This will help you identify potential obstacles and develop strategies to overcome them at each stage of the process.

• Assign responsibilities and deadlines: Assign responsibilities and deadlines to each step of the mutual action plan. This will help keep everyone accountable and ensure that the plan is on track to achieve its goals. Remember to make them reasonable and realistic.

• Review and adjust the plan as necessary: Finally, be sure to regularly review and adjust the mutual action plan as necessary. This will help you identify any new obstacles or objections that arise and develop strategies to overcome them.

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Objections are bound to take place in any sales process, but by using a mutual action plan and creating each step carefully, you are well on your way to overcoming them.

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Tips for monitoring and measuring the success of your mutual action plan

One of the key benefits of a mutual action plan is that it allows sales teams to track progress toward their goals and adjust their approach as needed. Here are some tips you can follow for monitoring and measuring the success of your mutual action plan:

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Set clear goals: Before you start implementing your mutual action plan, make sure that you have clearly defined goals that are specific, measurable, achievable, relevant, and time-bound (SMART). This will help you track your progress and measure your success.

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Use metrics: Identify key performance indicators (KPIs) that will help you measure the success of your mutual action plan. This might include metrics such as the number of new leads generated, the percentage of leads that convert to sales, or the average sales cycle length.

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Track progress: Regularly track progress towards your goals and KPIs. This might involve reviewing sales reports, monitoring CRM data, or holding regular check-ins with team members.

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Adjust as needed: If you find that you're not making progress towards your goals, or if you encounter unexpected obstacles, be willing to adjust your mutual action plan. This might involve revising your goals, adjusting your tactics, or seeking input from clients or other team members.

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Celebrate successes: When you achieve a goal or milestone, take the time to celebrate your success with your team. This can help build morale and motivate team members to continue working towards your mutual action plan.

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By following these tips, you can monitor and measure the success of your mutual action plan and make adjustments as needed to achieve your sales goals.

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Use Notch to create mutual action plans for a frictionless sales process

Notch is a revenue delivery platform where buyers and sellers can interact on different components of the deal, all while putting the focus on the buying experience – from the first offer to becoming an onboarded account. By doing so, we free up revenue teams to focus on their highest-value work, allowing the entire business to move faster. Sales teams get to stop using multiple tools such as email, Slack, Notion, Loom, and Docusign that only overwhelm their prospects. 

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With Notch, sales teams can craft winning mutual action plans that will keep their prospects engaged from the get-go.

‍Get a demo or explore Notch and get ready for the sales and buying process that puts you in the driver’s seat!