A mutual action plan (MAP) is one of the most effective ways to guide buyers through the purchasing process. It helps sales teams set clear steps for implementation and ensures everyone is aligned on what needs to happen next. But too often, MAPs become a one-sided task list, making buyers feel like they’ve been given homework rather than a collaborative roadmap to success.
As Ali Chrisp, AE at trumpet, explains:
"Mutual action plans often fall short because they become like setting people homework rather than a collaborative experience."
So, how do you build a MAP that actually works?
Make it a two-way process
A MAP shouldn’t just be a set of rigid steps—it should be a living document that adapts to your buyer’s needs. Start by outlining the typical five steps a customer would take to go live, but then make it interactive:
✔️ "What else, who else do we need to bring in from your team?"
✔️ "What other processes do we need to go through?"
✔️ "What deadlines do you have that we're trying to meet?"
Coach, don’t just inform
MAPs shouldn’t just tell buyers what to do—they should guide them based on proven best practices. Use your experience to highlight what has worked for similar customers, but also encourage them to tailor the plan to fit their internal processes.
Track progress together
A strong MAP isn’t just a static document—it’s a shared workspace. Assign due dates, track completed steps, and keep both teams accountable. The best MAPs drive momentum, ensuring deals don’t stall in decision limbo.
At trumpet, our digital sales rooms or Pod as we call them, make this easy. Our platform lets sales teams create interactive MAPs inside a centralised deal hub, allowing buyers and sellers to collaborate in real-time, stay aligned, and move towards a faster close.
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
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