Blog
Dec 8, 2022

Why Use Mutual Action Plans through Recapped vs Spreadsheets

Mark Fershteyn
CEO & Co-founder

Why Use Mutual Action Plans through Recapped vs Spreadsheets

We'll talk about the 3 main points of the pains of mutual action plans through spreadsheets, and how Recapped can be the relief you didn't know you needed.

  1. Collaboration and communication between buyer and seller isn't easy.
  2. Low adoption with reps and buyers.
  3. No visibility of engagement through spreadsheets.

Mutual Action Plans via Spreadsheets are a great start...

Is your company using Mutual Action Plans (MAPs) at all? If so, great! You're ahead of an estimated 78% of sales organizations out there.

Unfortunately, a few of them are only created the bigger and more complex deals.

Why? — ⚠️ Legacy mutual action plans are complex to make. They are high effort for sales reps to create. Being high effort, there’s low adoption in creation amongst sales reps even though the impacts are high.

Spreadsheets are square one.
Recapped gets you through the finish line. 🏁

🏆 How Recapped Can Help 🏆

  1. Templatize your mutual action plans
    - Easy to create within seconds!
    - Low effort and high impact!
  2. Fully customizable to your sales process
    -
    Incorporate frameworks for sales methodologies, proof of concepts, pricing, and more!

1. Buyers are trying to collaborate with their sellers, but it’s not easy for them.

MAPs via Spreadsheets are typically sent through emails, Slack messages, or other communication channels.

Email inboxes are typically flooded with internal emails, cold emails, marketing emails, spam, and so much more…

A 6-month deal cycle typically has 100-150+ email exchanges between internal and external stakeholders. There’s also an average of 3-6 stakeholders within one complex deal. There’s always that one person who forgets to hit that ‘Reply All’ button and delays the deal cycle by a few weeks. 😅

Other communication channels get blasted day in and day out. Information will get lost. Information has gotten lost… so have deals because of this.

  • Sales Leader — ⚠️
    You can’t monitor your reps’ inboxes or messages to ensure that no information has been lost.
  • Reps — ⚠️
    You’re working many complex deals with many stakeholders. How are you keeping track of all this information going in and out?
  • Buyers — ⚠️
    It’s not very easy to collaborate with sellers and get all the key information. Not everything buyers need is in this document.
The Disparate Communication Web by Recapped

🏆 How Recapped Can Help 🏆

  1. Client-facing mutual action plans
    - Recapped was purpose-built for this.
    - Invite all your internal and external stakeholders.
    - Get everyone on the same page. Literally!
  2. Organize communication and content in one location
    - Have all your deal information in one easy location instead of sifting through emails and messages
  3. Seamless handoff to post-sales
    - Change ownership of your buyer’s workspace to your Onboarding and Implementation team easily!
    - Provide a seamless experience for your new customers without even having to switch platforms to onboard them.
    - Onboarding and implementation teams won’t have to deal with messy emails either.
We believe buying and selling should be transformatively collaborative. - Recapped

Best Practices:

💡 Create relevant tabs to organize everything you need in one workspace.

💡 Save content blocks as templates and reuse them within new workspaces.

2. Low Adoption between reps and buyers.

Unfortunately, today legacy mutual action plans are often only sent via e-mail as a word doc, PDF, or manual spreadsheet.

Those formats are all stagnant files that our research shows, gets looked at once during the start of the sales cycle, and are never reviewed or pulled up again.

  • Sales Leader — ⚠️
    You’re process driven and you’ve seen the benefits of Mutual Action Plans. Unfortunately, your reps don’t use them.
  • Reps — ⚠️
    You put so much time and effort into creating the perfect Mutual Action Plan in Spreadsheets… and your prospects never open it, so why even make them?
  • Buyers — ⚠️
    It’s complex and overwhelming and doesn’t fit the buyers’ buying process.

🏆 How Recapped Can Help 🏆

  1. Enforce the adoption of Mutual Action Plans, methodologies, and frameworks within your sales process
    - Streamline your sales processes.
  2. Clone your best rep
    - Your best reps are process driven. Templatize their best processes and duplicate them for all of your other reps!
  3. Consolidate all sales collateral, content, contracts, and more in one location
    - Embed links, images, videos, documents, and other resources, anywhere you see fit!

Best Practices:

💡 Share your Recapped workspace with your prospect at the end of every call. — If they aren’t willing to schedule actionable next steps, then they might not be a serious buyer.

3. No visibility into your Mutual Action Plans.

Since mutual action plans live in spreadsheets or word docs, these aren’t synced with your CRM. They are living everywhere and who knows if it’s the most recent version.

  • Sales Leader — ⚠️
    You don’t know how the deal is going unless your reps share every single Mutual Action Plan spreadsheet with you. You’re not really going to review every single spreadsheet for every single rep, are you?
  • Reps — ⚠️
    If your buyers actually used your Mutual Action Plans, what did they interact with? Do you know what’s important to them?
  • Buyers — ⚠️
    Buyers may need help navigating their own organization and buying journey. They may not know what steps need to happen or who should be involved.

🏆 How Recapped Can Help 🏆

  1. Deal Engagement Scoring and Insights
    - With Recapped’s buyer-centric forecasting, you can track buyer engagement.
    - Granular understanding of who is interacting with what content to inform what’s important to each stakeholder.
  2. Visibility between leadership, reps, and buyers
    - Leadership
    Easy, more accurate pipeline review and forecasting.
    - Reps
    — Buyer-centric forecasting/tracking engagement.
    - Buyers
    — Helps them understand their buying process and journey based on what you’ve seen in the past.
  3. Give context with content
    - Track when your buyer interacts with your content during which part of their deal cycle
  4. Syncs bi-directionally with Salesforce & HubSpot
    - Multiply the impact of Reps’ efforts by simultaneously providing value for clients and internal teams with the data they need.
    - Your CRM is usually your single source of truth, keep it automatically updated with everything that’s going on in a deal while reps are working it!
    - Saves time; No hounding to fill out opportunity notes in your CRM.

Best Practices:

💡 Sales Leader — Pull up the Insights tab to track the health of each opportunity for each rep.

💡 Rep — Go into present mode and share your screen with your buyer and collaborate together.

💡 Introduction to MAP prior to sharing and reference it on every call.

To Recap

Pains of Mutual Action Plans within Spreadsheets:

😢 Spreadsheets get lost in email inboxes and Slack channels.

😢 Low adoption between sales reps and buyers.

😢 No visibility into buyer engagement.

😢 Complex to use and create.

😢 Not buyer friendly.

😢 Not everything buyers need is in this document.

Mutual Action Plans via Spreadsheet

🏆 Benefits of Mutual Action Plans within Recapped 🏆

  1. Fully customizable to your sales process
    - Incorporate frameworks for sales methodologies, proof of concepts, pricing, and more!
  2. Consolidate and organize all sales collateral, content, contracts, and more in one centralized location
    - All your deal information in one easy location instead of sifting through emails and messages.
    - Embed links, images, videos, documents, and other resources, anywhere you see fit!
  3. Templatize your mutual action plans
    - Easy to create within seconds!
    - Low effort and high impact!
  4. Client-facing mutual action plans
    - Recapped was purpose-built for this.
    - Invite all your internal and external stakeholders.
    - Get everyone on the same page. Literally!
  5. Enforce adoption of Mutual Action Plans, methodologies, and frameworks within your sales process
    - Streamline your sales processes.
  6. Clone your best rep
    - Your best reps are process driven. Templatize their best processes and duplicate them for all of your other reps!
  7. Deal Engagement Scoring and Insights
    - With Recapped’s buyer-centric forecasting, you can track buyer engagement.
    - Granular understanding of who is interacting with what content to inform what’s important to each stakeholder.
  8. Visibility between leadership, reps, and buyers
    - Leadership - Easy, more accurate pipeline review and forecasting.
    - Reps - Buyer-centric forecasting/tracking engagement.
    - Buyers - Helps them understand their buying process and journey based on what you’ve seen in the past.
  9. Give context with content
    - Track when your buyer interacts with your content during which part of their deal cycle.
  10. Seamless handoff to post-sales
    - Change ownership of your buyer’s workspace to your Onboarding and Implementation team easily!
    - Provide a seamless experience for your new customers without even having to switch platforms to onboard them.
  11. Syncs bi-directionally with Salesforce & HubSpot
    - Multiply the impact of Reps’ efforts by simultaneously providing value for clients and internal teams with the data they need.
    - Your CRM is usually your single source of truth, keep it automatically updated with everything that’s going on in a deal while reps are working it!
    - Saves time; No hounding to fill out opportunity notes in your CRM.
The Ultimate Customer Collaboration Platform by Recapped
Focus on building relationships instead of building spreadsheets.

Start using customizable, trackable Mutual Action Plans synchronized in a platform that brings all your stakeholders together.

Request a demo to see what Mutual Action Plans can do on our revolutionary platform, Recapped.