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Key takeaways:
- Mutual Action Plans double your win rate when used correctly
- The sweet spot is 6–20 completed steps – anything more and performance drops
- 11–15 steps deliver the highest win rate at 92%
- Plans with over 30 steps perform as poorly as no plan at all
- A good MAP surfaces blockers early and keeps both sides aligned
- Embedded, buyer-friendly plans outperform static documents every time
Let’s play a quick word association.
What comes to mind when you hear “Mutual Action Plan”?
Admin? Homework? Necessary evil?
Try this instead: Your highest-converting, lowest-effort sales tool.
We analysed thousands of Digital Sales Rooms (Pods) and found a consistent, undeniable truth:
When Mutual Action Plans are used properly - not excessively, not minimally - deals close faster and more often.
But there’s a twist: It’s not just about having a Mutual Action Plan. It’s about hitting the sweet spot that get’s the buyer truly engaged in the deal.
Let’s dig into the data.
Why Mutual Action Plans work in the first place
Mutual Action Plans (MAPS) help align buyer and seller around key milestones - demo booked, legal review, security signoff, contract signed.
Sounds simple. But here's the problem:
- Most Mutual Action Plans are too vague (or skipped entirely)
- Others are overkill - dozens of steps, all seller-driven
- Few are actually built for the buyer’s buying journey
But when used right? They guide deals to a close like GPS.
Mutual Action Plans = +2x Win rate, but only in the right range
Across all Pods with a Mutual Action Plan, deals were twice as likely to close compared to those with no plan at all.
Here’s the kicker:
The highest win rates were with 6–20 completed steps - and anything over that hurt performance.
Let’s break it down:
This insight is crucial: More = better.
If your Mutual Action Plan feels like a project plan from procurement, your buyer won’t use it - and your deal will stall.
Why It works: Clarity without overwhelm
Think of a well-crafted Mutual Action Plan like a shared to-do list. But one that…
- Reflects your buyer’s actual approval process
- Surfaces friction points early (legal, IT, security)
- Builds shared accountability
- Creates urgency through a clear timeline
Most importantly: It signals confidence and control without feeling pushy.
What to avoid: The “mega-plan” trap
Mutual Action Plans with over 30 steps had the same win rate as deals with no plan at all.
In other words:
If your Mutual Action Plan looks like a Gantt chart - it’s too much.
Buyers don’t want to feel like they’re back in project management training. They want to feel guided, not micromanaged.
The goldilocks zone: 6–20 Steps
This is your Mutual Action Plan sweet spot:
- Clear enough to show you know the process
- Structured enough to surface red flags
- Lightweight enough for buyers to actually engage
Here’s a fast rule of thumb:
If it can’t be completed in < 30 days or skimmed in < 30 seconds - it’s probably too long.
Pro Tip: Use Mutual Action Plans to spot stalled deals
Your Mutual Action Plan isn’t just for the buyer. It’s a goldmine of intent signals.
If steps stop getting checked off → deal’s likely stalled
If steps are flying → your champion is activated
It’s one of the cleanest, non-invasive ways to spot red/yellow/green deal zones.
How to build a high-conversion Mutual Action Plan
Want to stay in the 84–92% win rate zone? Try this framework:
1. Co-build it with your buyer
Let them own the language. It’s their process too.
2. Anchor it to value
Each step should be tied to a pain point or outcome.
3. Keep it transparent
Both parties should be able to update progress and see changes.
4. Include blockers
List “likely” delay zones like security review or legal, so they’re not surprises later.
5. Embed it inside your Pod
Don’t send a separate doc - make it native, and interactive.
Final thoughts: No one asked for more emails
That’s why trumpet Pods embed Mutual Action Plans directly inside the buying experience. No spreadsheets, no back-and-forth.
It becomes part of the deal - not another deck they have to download and ignore.
A great Mutual Action Plan doesn’t just help you close faster.
It makes your buyer look like a rockstar internally - and that’s a win-win.
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