Coach Your Teams To Sell With Mutual Close Plans
- by Elay Cohen
- October 13, 2019
SalesHood - Sales Enablement Platform
Coach your teams to sell with Mutual Close Plans to close bigger deals faster and with greater certainty and predictability. How many of your deals have well-documented and co-created mutual plans? How aligned are your teams with executive sponsors? How well do your sales teams partner with champions to co-create mutual close plans that are mapped to a company’s top priorities?
Before we dive into the coaching tips, the “mutual close plan” label can be called many different things:
Regardless of what you call it, here’s a mutual close plan checklist to share with your teams and use for training, onboarding, coaching and buyer engagement.
Here’s a mutual close plan template you can use. You can download it and customize it. Use whatever format your buyer is most interested in using.
Be mindful about the amount of detail you share. Use smaller mutual close plans when you’re earlier in the buyer journey to not overwhelm your buyers. Use smaller and shorter mutual plans when your deals are smaller too.
Mutual close plans are a great way to drive predictable revenue and consistent sales execution. It’s important to have a playbook of how to use it. Once the sales process and mutual close process is documented, it’s important to incorporate into your onboarding program and ongoing coaching programs too. Here are five ways to train your teams on it:
Here’s how you can enable your managers to run Mutual Close Plan collaborative coaching huddles during one of their weekly team meetings.
It’s very powerful and collaborative.
In the end, running a Mutual Close Plans Huddle facilitated by front-line managers will move the needle to increase deal win-rates and predictable revenue forecasts while at the same time the collaboration will create a library of mutual close plan deal examples.
Reach out if we can help you execute this sales enablement program. Here are other resources and tools to help you execute mutual close plans in your sales enablement programs.
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