Sales
Mutual Action Plan
A shared timeline from first agreement to signed contract, with owners on both sides, so deals stop stalling.
- Time: 20 min to set up, review weekly
- With: Account executives with their champion
- You get: A dated plan both sides have agreed to
How to use this worksheet
- Start from the customer's target date, for example go-live or the end of a budget period, and work backwards.
- List every step to get there: evaluation, security, legal, procurement, signature, kick-off.
- Assign an owner (customer, you or both) and a due date to each step.
- Share the plan with your champion, change it together and review it at every meeting.
Steps to signature
One row per step. Include the customer's internal steps.
Prompts
Ask yourself
- Which step has the longest lead time and has it started?
- What happens if a step slips by two weeks?
Plan status
Before you finish
- The customer has seen and agreed the plan.
- Steps on the customer's side have a named person.
- The plan includes legal, security and procurement.
Why a shared plan
Most deals are lost to inaction rather than to a competitor. A mutual action plan makes the path to a decision explicit and shows early where it is stuck.
It only works if the customer co-owns it. If the buyer will not agree to dates, treat that as information about the deal.
Recommended reading
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- The Qualified Sales LeaderJohn McMahon
A CRO's playbook for qualifying deals with MEDDPICC and coaching teams to forecast honestly.
- The Sandler RulesDavid Mattson
49 principles for qualifying early and keeping control of the sales process.
- The Sales Acceleration FormulaMark Roberge
Data-driven sales hiring, training and management from HubSpot's early growth.