Most sales teams use Mutual Action Plans.
They really aren’t niche anymore. In fact...
→ 55% of AEs use them.
→ 63% say they’re core to their strategy.
→ Over half are now sharing them through Digital Sales Rooms.
Source (Trumpet | Salespeople Reveal What They're Thinking in 2024 Report) & (Gartner, 2018)
But very few sales leaders can clearly see how they’re being used across the pipeline.
Not just whether a MAP exists. But whether it’s driving real movement.
The BIGGER picture as they say.
So sales leaders.. are you listening?
The dashboard layer most leaders are missing
The real secret isn’t one MAP... it’s seeing all of them.
When leaders can view every Mutual Action Plan at dashboard level, they can instantly spot:
↳ Deals with overdue steps
↳ Plans that haven’t been updated
↳ Buyer inactivity
↳ Stalled onboarding post-close
↳ No digging through CRM notes. No asking reps for manual updates.
Just a clear view across the board.
What to look out for and how to act
So you've got all the overview. Now what to look out for.
→ If buyer-owned steps are overdue, the AE should re-confirm ownership and clarify blockers.
→ If a plan hasn’t been updated in weeks, it’s a signal the deal may be drifting outside structured next steps.
→ If engagement drops but stage doesn’t change, that’s early slippage.
→ MAP dashboards allow you to intervene earlier, support your AE, and protect forecast accuracy before risk compounds.
What happens when leaders can’t see the full MAP picture
→ Forecast relies on rep confidence, not buyer behaviour
→ Overdue steps go unnoticed until the deal “suddenly” stalls
→ Champions carry too much internal coordination
→ Onboarding friction shows up too late
→ Renewals feel reactive instead of planned
MAPs exist, but momentum isn’t measured and that’s where pipeline risk hides.
MAPs aren’t just for closing
Remember a great Mutual Action Plan will continue beyond signature:
Onboarding steps become visible CS milestones are tracked Renewal preparation starts earlier.
Leaders don’t just see pipeline risk. They see retention risk too.
The takeaway
If your pipeline health relies on how confident reps sound, you’re not really in the know..
If you can see:
Progress, ownership, overdue actions and buyer engagement.
You’re managing reality.
Mutual Action Plans aren’t just about helping reps move deals, they’re also about giving leaders a live view of momentum.
P.S. Take a peek at our Mutual Action Plan update 👀
Mutual Action Plans in trumpet just got a major upgrade.
What’s new:
- A new snapshot progress tracker that maps the full plan journey at a glance, so everyone knows where things stand
- Switch to a new calendar view to see progress and responsibilities by date
- Automatic warnings and flags at the top of the MAP to show what's outstanding or due - at a glance
- Bulk editing and drag-and-drop functionality to update faster as plans evolve
- Add agendas, notes and auto-reminders to each step to keep momentum between meetings
- Advanced filters and searches to find your responsibilities super quickly
- A new Mutual Action Plan dashboard to see all your MAPs, spot overdue steps, and focus on what needs attention.
Fewer follow-ups, less context switching, and deals that keep moving even when meetings stop.
For all things Digital Sales Rooms, book a quick call with our awesome Account Executives:
![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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