The importance of a plan to address the ‘last-mile’ of a sales cycle cannot be overstated. It is critical, especially for large and complex deals, that the sales executive draft and review with their sales leader a detailed plan to earn the business in question. Doing so is how we ensure that things don’t get missed, that the account team is in alignment, that senior executives are clear as to what is required of them to support the deal and that everyone is focused on the most important tasks to reach the desired outcome: closed business that will bring clean revenue to the company and a valuable solution or product to the customer.
Close Plans Are Necessary
Most evolved sales organizations have a process for this. At certain stages in the sales cycle, for deals of certain dollar amounts or strategic importance, sales leadership will require that the sales executive convene a review in which the sales executive presents the plan. Sales leadership will help strategize on tactics and iterate the plan until a final list of action items is determined. Most of the time, this plan is referred to colloquially as a Close Plan.
Invariably, there will be components of this plan that require collaboration with the buyer to do things like:
- Align incentives “…and to confirm, we’ve agreed to this pricing structure with the understanding that you’ve agreed to take reference calls and sign the contract by the 25th of this month…”
- Validate steps “…and you’re sure that the procurement director approves and then sends to the CFO for signature…”
- Confirm dates (“…and we are certain that the CFO isn’t taking a trip to Bora Bora the week that we are planned to have him sign…”
A plan created in a vacuum isn’t a plan – it’s a hope and a dream until we confer with our buyer.
Don’t Call Them Close Plans
So, being fortunate enough to have one of those top deals in the pipeline and recognizing that it’s necessary to consult with our buyer on the items in the plan, we call our buyer and we propose that we sit down together to review our plan.
When this happens, please – for the love of all that is holy, DO NOT REFER TO IT AS A CLOSE PLAN.
To some this may be a statement of the obvious, but I can’t tell you how many times I’ve heard sales professionals and their managers actually state to their prospective customer that they would like to review their Close Plan with them.
But why wouldn’t they? For months or years everyone in their sales organization has talked simply about the Close Plan. After a period of time, muscle memory and habit kick in. If we consistently refer to something as a Close Plan when we’re inside the four walls of our organization, it’s a safe bet that we’ll refer to it as a Close Plan outside those four walls.
The words we choose matter. They convey the motive behind our actions and the intent that we bring to an engagement. When we talk about a Close Plan, we de-humanize our buyer and we diminish the importance of their needs and values in the process. We turn them into an object that is to be conquered, a deal to be won. We turn them into a thing.
Buyers sense this – consciously or unconsciously. They must. The result of choosing our words inelegantly is that we turn what may have been a very collaborative and mutually respectful process up to this point into a tug-of-war that trades on angles and leverage, a zero-sum game with a winner and a loser.
What the buyer hears us say when we use the words Close Plan is “this has been nice up until now, but I’ve got to get to work and close this deal. And that means I’ve got to close you.” It signals to the buyer that the situation has changed and that they must now be on guard against tactics designed to extract as much money from them as efficiently and smoothly as is possible. And we are the person with whom they must be on guard.
This is unfortunate. Most sales professionals genuinely enjoy their work and the opportunity to be of assistance and utility to the customers they serve. Most attempt to be as genuine and authentic as they can. Most work for organizations that legitimately believe in the importance of customer satisfaction and shared success. It is an error of sales culture and a result of bad habit that a couple of irresponsibly chosen words can undermine what are otherwise thoughtful and deliberate efforts to provide genuine value.
Sales Leaders: Lead
Sales leadership bears the bulk of the responsibility for shifting the tone of the sales organization and the words that our teams use, both in the field and in the office. Our people look to us to get direction – both spoken and implied – as to how they are to engage with the market, the competition, our prospects, our customers and our co-workers.
This is encouraging, because it means that in many ways all we have to do to start to engender a more value-driven culture is to choose our words more carefully. This is a discipline that is easily begun and, with practice, develops reliably. It does demand awareness, however. Many of us run-around barely conscious of the words that spew out of our mouths, oblivious to the emotional wake that we leave and the downstream impact of the words we choose. So we must consciously decide to begin.
There are any number of ways to convey the intent of a close plan – mutually agreed upon steps to reach a mutually beneficial outcome – without calling it a Close Plan. If you’re a sales professional, I’d encourage you to share this post with your leadership to initiate a conversation on the subject. If you’re a sales leader, discuss this with some of your managers and sales executives to collaborate on some new terminology that more accurately reflects the type of organization that you want to be.
For the past number of years I’ve favored the term “Engagement Plan” and have required my teams to use it in lieu of “Close Plan.” It maintains the word “plan,” and it’s important to call things what they are as simply as is possible. The term “engagement” conveys a sense of collaboration and forward momentum.
Next week I’ll spend some time reviewing what I’ve found to be the best approach for structuring an Engagement Plan and when to present it to your buyer. Hint: it is NOT at the end of the sales cycle. To make sure you know when it’s published, click here to sign-up to be notified.