MEDDPICC deal qualification scorecard
Most MEDDPICC rollouts end up as eight free-text fields in the CRM that reps fill with adjectives. 'Strong champion' tells a manager nothing. This scorecard makes each element a 0-to-2 score where 2 requires evidence from the buyer, so the total means something and the gaps become a list of next actions.
- Category:
- Pipeline & Forecasting
- Formats:
- PDF + CSV + web view
- Sections:
- 5
- Updated:
What you get
- A scoring guide for all eight MEDDPICC elements with what counts as evidence for each score
- A deal scorecard with evidence, source, score, and next action per element
- A worked example deal with every score explained
- Suggested Commit gates you can adjust to your own sales motion
- Coaching questions for each element
Who it's for
- AEs running multi-stakeholder deals with formal approval steps
- Frontline managers inspecting deals before they enter Commit
- Enablement teams rolling out MEDDPICC with a scoring standard
What's inside
- 1
Scoring guide
4 columns, 8 worked example rows
- 2
Deal scorecard (worked example)
5 columns, 9 worked example rows
- 3
Suggested Commit gates (adjust to your motion)
6-point checklist
- 4
Coaching questions
2 columns, 6 worked example rows
- 5
Why MEDDPICC fields in the CRM rarely work
Guidance notes
Preview of section 1
Scoring guide
0 = unknown. 1 = rep belief without buyer confirmation. 2 = confirmed by the buyer, with a source.
| Element | What it answers | Score 1 looks like | Score 2 looks like |
|---|---|---|---|
| Metrics | What measurable outcome does the buyer expect? | Rep estimates the benefit | Buyer stated the number they are trying to move |
| Economic buyer | Who can spend the money? | Rep knows the name | Economic buyer has met us and confirmed the priority |
The preview shows part of section 1. The full template has all 5 sections (4 not previewed here), with blank rows ready to fill in. Download the full template
How to use it
- 1
Score on evidence, not belief
0 means unknown. 1 means the rep believes it but has no buyer confirmation. 2 means the buyer said it or did it, and you can point to the call, email, or meeting. If there is no source, it is not a 2.
- 2
Fill the evidence column before the score column
Write what the buyer said or did first. Then score it. Reps who score first will write evidence to justify the score.
- 3
Treat zeros as the agenda
The value of the scorecard is the gaps. Every 0 or 1 becomes a next action with a date, and the next pipeline review starts with those actions.
- 4
Gate Commit on specific elements
A deal scoring 12 of 16 with a 0 on Economic Buyer is weaker than a deal scoring 11 with every element at least 1. Set gates on the elements that decide whether a deal lands, usually Economic Buyer, Decision Process, and Paper Process.
- 5
Rescore at stage changes
Update the scorecard when a deal moves stage and before it enters Commit. A scorecard filled in once at qualification and never touched is worse than none, because it looks current.
Frequently asked questions
What does MEDDPICC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. It extends MEDDIC with Paper process and Competition.
How do you score a deal with MEDDPICC?
Score each of the eight elements 0 (unknown), 1 (rep belief without buyer confirmation), or 2 (confirmed by the buyer with a source), for a maximum of 16. Use the gaps as next actions and gate Commit on the elements that matter most for your deals.
What is the difference between MEDDIC and MEDDPICC?
MEDDPICC adds Paper process (the legal, security, and procurement steps between verbal yes and signature) and Competition. Paper process is the element most often responsible for deals slipping out of a quarter.
Is MEDDPICC right for small deals?
Usually not in full. For short-cycle transactional deals, a lighter framework like BANT is enough. MEDDPICC pays off on deals with several stakeholders, a formal approval process, and a cycle measured in months.
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