[GTM glossary](/glossary.txt) Mutual action plan Sales # Mutual action plan Also known as: MAP, mutual action plans In short A mutual action plan (MAP) is a shared document that lists the steps, owners, and dates both buyer and seller will complete to reach a purchase decision and a live implementation. It is built with the buyer, not handed to them. A MAP replaces vague next steps with commitments from both sides. It makes the buying process visible, shows where a deal is at risk, and gives your champion a tool for driving internal action. ## What a mutual action plan contains * **Milestones:** Key events such as demo, technical review, security check, pricing approval, and signature. * **Owners:** A named person on the buyer side or seller side for each task. * **Dates:** Target dates, usually worked backward from the date the buyer wants to be live. * **Success criteria:** What must be true for the buyer to say yes at each step. * **Stakeholders:** Who must review or approve, including legal and procurement. --- ## How to build one ### 1. Start from the buyer's goal date Ask when they need the solution working and why. Plan backward from that date to find the latest possible signature date. ### 2. Draft it together Offer a first version, then ask your champion to correct it. Edits from the buyer show real knowledge of their process. ### 3. Keep it live Share it in a spreadsheet or shared page, and review it at every call. Update owners and dates instead of letting items age. --- ## Example Say a buyer wants to launch in January. The plan might include a technical review in October, a security questionnaire in early November, a legal redline in late November, and signature in mid-December, each with an owner. If the security review slips, both sides see the effect on launch immediately. --- ## Common mistakes * **Seller-only plans:** A plan the buyer never agreed to is just an internal to-do list. * **No buyer owners:** If every task belongs to the rep, nothing is mutual. * **Too early or too heavy:** Introduce it once the buyer shows real interest, and keep it to the key steps. * **Never revisiting:** A stale plan hides risk instead of exposing it. --- ## MAP vs. mutual close plan The two names are used almost interchangeably. A mutual close plan usually focuses on the steps from final evaluation to signature, while a mutual action plan can also cover onboarding after the sale. --- ## Mutual action plan FAQs **What is a mutual action plan in sales?** A mutual action plan is a shared document listing the steps, owners, and dates that buyer and seller commit to in order to reach a decision and go live. It is built jointly and reviewed regularly to keep the deal moving and expose risk. **When should you introduce a mutual action plan?** Introduce it once the buyer has confirmed a real problem and is willing to evaluate seriously, often after a successful demo or discovery. Raising it too early feels presumptuous; raising it too late leaves little time to plan around hidden steps. **What should a mutual action plan include?** Include milestones, a named owner and due date for every task, success criteria for each decision point, the stakeholders who must approve, and the target go-live date. Keep it short enough that both sides actually update it. **Who creates the mutual action plan?** The seller usually drafts the first version, then the buyer champion reviews and edits it. The edits matter because they reveal how the buyer really makes decisions. Both sides then share responsibility for keeping it accurate. Share term --- ## More related phrases * [Buying committee](/glossary/buying-committee.txt) * [Pilot program](/glossary/pilot-program.txt) * [Accelerators](/glossary/accelerators.txt) ## Similar phrases * [Mutual close plan](/glossary/mutual-close-plan.txt) A mutual close plan is a buyer-and-seller agreed timeline of the steps, owners, and dates needed to get from final evaluation to a signed contract. * [Sales process](/glossary/sales-process.txt) A sales process is the repeatable set of stages and actions a team follows to turn a prospect into a customer, with clear exit criteria for each stage. * [Champion](/glossary/champion.txt) A champion is a person inside a buyer's company who supports your solution, sells it internally, and helps you move the deal forward. * [Closed won](/glossary/closed-won.txt) Closed won is the CRM stage for an opportunity where the buyer agreed to purchase and signed, which turns the deal into booked revenue. * [Statement of work (SOW)](/glossary/statement-of-work.txt) A statement of work (SOW) is a document that defines the scope, deliverables, timeline, and fees for one specific project, usually governed by a broader master services agreement.