Sales process
Mutual action plan
A mutual action plan (MAP) is a shared, written timeline that the seller and buyer build together, listing the steps, owners, and dates required to get from where the deal is now to a signed contract.
In short
- A mutual action plan (MAP) is a shared, written timeline that the seller and buyer build together, listing the steps, owners, and dates required to get from where the deal is now to a signed contract.
What a mutual action plan is
A mutual action plan, sometimes called a close plan or mutual success plan, is a jointly owned document that maps every remaining step to a signed deal, technical evaluation, security review, legal, procurement, sign-off, with an owner and a target date for each.
Its power is alignment and accountability. Because the buyer co-creates and agrees to it, the plan surfaces hidden steps early, keeps both sides moving, and exposes slippage the moment a date is missed.
How reps use it
A rep typically introduces a MAP once a deal is qualified and serious, working backward from the buyer's desired go-live or decision date. Building it with the champion and confirming it with the economic buyer tests their commitment and reveals the real decision process.
A mutual action plan de-risks the close: when the path to signature is agreed in writing, fewer deals stall on a surprise procurement step or an unspoken approval. It is a hallmark of disciplined enterprise selling.
Frequently asked
What is a mutual action plan?
- A mutual action plan (MAP) is a shared, written timeline that the seller and buyer build together, listing the steps, owners, and dates needed to move a deal from its current stage to a signed contract.
Why use a mutual action plan?
- A MAP aligns both sides on the path to signature, surfaces hidden steps like procurement or security review early, creates accountability through agreed dates, and reduces the chance a deal stalls on a surprise step.
When should a rep introduce a mutual action plan?
- Most reps introduce a MAP once a deal is qualified and serious, working backward from the buyer's desired decision or go-live date and confirming the plan with the champion and economic buyer.