With Clari’s Align solution, Mutual Action Plans are embedded into the revenue process, allowing sales leaders and reps to immediately understand where the customer is in the buying process.
Mutual Action Plans get buyers and sellers on the same schedule by offering your revenue teams a shared understanding of the key milestones to complete to close a deal. This way, sellers and sales leaders can have an honest conversation about whether a deal will close and reduce the likelihood of losing revenue.
When I work with customers on incorporating MAPs into their Clari implementation, I am often asked about the best way to roll them out to sellers and tips on how to keep adoption high. We have our Getting Started with Align guide designed to help reps get started, but how can you help ensure that your team adopts this feature?
Mutual Action Plans Improve Revenue Visibility
As sales processes change and the macroeconomic conditions get more challenging, it is crucial to bring the seller's perspective from the front lines into the buildout of the Mutual Action Plan.
Step 1. Typically we work on a foundational MAP template that identifies the key milestones and action items necessary to get a deal done from an operational and customer perspective.
Step 2. From there, we roll it out to the sellers and provide them with the ability to own the MAP. They can customize their MAPs by adding additional action items, customizing and modeling them to their unique selling motion, and adapting them as necessary. Every deal is different, so it is essential to let the reps manage their MAP and get a sense of ownership of the process.
Step 3. After a Quarter of usage, your Revenue Operations team and Sales Leadership can review some of the MAPs used in your most successful deals to make note of any additional milestones or action items you should add into future templates.
It is essential to see what works in the field and use those insights to update your MAP templates. This motivates your sellers by showing that they have input into your revenue process and highlights they are essential in achieving revenue precision.
Are you currently using Clari Align or Mutual Action Plans? Let us know how your team gets the most out of this new feature!
