MEDDIC Scorecard

Build systematic deal scorecards using MEDDIC/MEDDPICC methodology to improve pipeline hygiene, forecast accuracy, and coaching effectiveness.

When to Use This Skill

• Weekly pipeline reviews

• Deal coaching sessions

• Forecast call preparation

• Win/loss analysis

• Sales enablement training

Methodology Foundation

Based on PTC's MEDDIC (Dick Dunkel) extended to MEDDPICC, creating standardized scorecards for:

• Deal qualification scoring

• Gap identification

• Coaching prioritization

• Forecast confidence

What Claude Does vs What You Decide

Claude Does You Decide

Creates scorecard templates Deal stage thresholds

Suggests scoring criteria Coaching priorities

Identifies deal gaps Forecast commits

Generates coaching questions Resource allocation

Tracks deal progression Win strategy

Instructions

Step 1: Define Scoring Criteria

MEDDPICC Components:

Component Definition Scoring Weight

Metrics Quantified business outcomes 15%

Economic Buyer Budget authority identified 15%

Decision Criteria How they'll evaluate 10%

Decision Process Steps to purchase 10%

Paper Process Legal/procurement 10%

Identify Pain Business problem articulated 15%

Champion Internal advocate confirmed 15%

Competition Competitive landscape known 10%

Step 2: Create Scoring Rubric

Per-Component Scoring (0-3):

Score Definition Evidence Required

0 Unknown No information gathered

1 Identified Basic information, not verified

2 Validated Confirmed with prospect

3 Leveraged Actively using in deal strategy

Step 3: Build Stage Gates

Stage-Score Alignment:

Stage Minimum Score Required 3s

Discovery 8/24 Pain

Qualification 12/24 Pain, Champion

Demo/Evaluation 16/24 Pain, Champion, Criteria

Proposal 18/24

• Economic Buyer

Negotiation 21/24

• Paper Process

Commit 22/24 All components validated

Step 4: Track and Coach

Weekly Review Focus:

• Deals below stage threshold

• Score changes (positive/negative)

• Gaps in critical components

• Champion health check

• Competition updates

Step 5: Analyze Patterns

Pipeline Health Metrics:

• Average score by stage

• Conversion rates by score threshold

• Most common gaps

• Champion strength correlation

Examples

Example 1: Complete Deal Scorecard

Input:

Create a MEDDPICC scorecard for:

• Deal: Enterprise software sale, $400K
• Stage: Proposal
• Champion: VP of Operations
• EB: CFO (not met)
• Timeline: Q1 close

Output:

MEDDPICC Deal Scorecard

Deal Overview

Score Summary

Total Score: 16/24 | Stage Requirement: 18/24

Status: NOT READY FOR PROPOSAL - 3 gaps to address

Component Details

Metrics (2/3) ✅ On Track

Current State:

• ROI target: 3x in Year 1 ✓
• Primary KPI: Reduce processing time 40% ✓
• CFO business case: Not yet presented ✗

Evidence:

"If we hit 40% reduction, that's $1.2M in operational savings" — VP Operations, Discovery Call

To reach 3/3:

• Present business case to CFO
• Get CFO to validate assumptions

Economic Buyer (1/3) ❌ CRITICAL GAP

Current State:

• EB Identified: CFO Jennifer Walsh ✓
• Access: Email only, no meeting ✗
• Engagement: Unknown priorities ✗

Gap Analysis: We have not met the Economic Buyer. This is a deal blocker for Proposal stage. Champion (VP Ops) reports to CFO but has not secured meeting.

Action Required:

• Ask Champion for CFO meeting this week
• Prepare executive briefing deck
• Identify CFO's priorities for Q1

Coaching Questions:

1. "What's preventing us from meeting the CFO?"
2. "What does your champion say about CFO's priorities?"
3. "Can we propose a joint call with champion + CFO?"

Decision Criteria (3/3) ✅ Strong

Current State:

• Formal criteria documented ✓
• Weighted by priority ✓
• Aligned with our strengths ✓

Evidence:

Decision Process (2/3) ⚠️ Needs Validation

Current State:

• Steps identified ✓
• Timeline mapped ✓
• Approvers known ✓
• Specific dates: Partial ✗

Process Map:

Step 1: Technical evaluation ✅ Complete Step 2: Business review ✅ Complete Step 3: Proposal review ⏳ This week Step 4: CFO approval ⏳ [Date TBD] Step 5: Legal/Procurement ⏳ [Timeline unknown] Step 6: Signature ⏳ Target: March 30

To reach 3/3:

• Confirm CFO meeting date
• Map procurement timeline
• Identify potential delays

Paper Process (1/3) ⚠️ GAP

Current State:

• Legal review required: Likely ✓
• Timeline: Unknown ✗
• Procurement contact: Not identified ✗
• Standard terms acceptable: Unknown ✗

Risk Assessment: Paper process is a common source of deal slip at this stage. Unknown timeline creates forecast risk.

Action Required:

• Ask champion about procurement process
• Identify legal/procurement contacts
• Offer to start MSA review early

Identify Pain (3/3) ✅ Strong

Current State:

• Pain articulated ✓
• Quantified impact ✓
• Urgency established ✓
• Consequences of inaction clear ✓

Pain Statement:

"Manual processing is costing us 8,000 hours/year. We've missed SLAs 3 times this quarter. If we don't fix this, we'll lose the [Major Customer] contract."

Business Impact:

• 8,000 hours × $50/hr = $400K labor cost
• SLA penalties: $200K potential
• Customer retention risk: $2M contract

Champion (3/3) ✅ Strong

Champion Profile:

Champion Test:

• ✅ Sells when we're not in the room
• ✅ Shares competitive intel
• ✅ Gives us bad news
• ⚠️ Has not secured CFO meeting yet

Competition (1/3) ⚠️ GAP

Current State:

• Competitors identified: 1 known ✓
• Their status: Unknown ✗
• Their approach: Unknown ✗
• Our differentiation: Assumed ✗

Known Information:

• Competitor X was evaluated
• Champion said "we've narrowed to two"
• No pricing or proposal intel

Action Required:

• Ask champion directly about competitor status
• Understand competitor's proposal/pricing
• Prepare competitive positioning

Gap Resolution Plan

Coaching Summary

Primary Focus: Get in front of CFO before sending proposal

Key Questions to Ask in 1:1:

1. Why haven't we met the Economic Buyer yet?
2. What do we actually know about the competition?
3. What could cause this deal to slip past Q1?

Forecast Recommendation:

• Current: In forecast at 50%
• Recommendation: Keep at 50% until CFO meeting secured
• Path to 80%: EB meeting + Competition clarity + Paper process mapped

Example 2: Pipeline Review Summary

Input:

Summarize MEDDPICC health for these 5 deals:

1. Deal A: 22/24 (Commit stage)
2. Deal B: 14/24 (Proposal stage)
3. Deal C: 18/24 (Demo stage)
4. Deal D: 10/24 (Qualification stage)
5. Deal E: 16/24 (Negotiation stage)

Output:

Pipeline MEDDPICC Health Summary

Overview

Pipeline Health: 2/5 deals on track (40%)

Priority Attention

Deal E (CRITICAL)

Problem: In Negotiation stage with 16/24 score (req: 21)

This deal is at high risk. Likely gaps in:

• Economic Buyer (not confirmed?)
• Paper Process (not mapped?)
• Competition (unknown?)

Recommendation: Do not forecast this deal. Move back to Proposal stage and address gaps before continuing negotiation.

Common Gaps Across Pipeline

Coaching Focus: Paper Process discovery earlier in cycle

Skill Boundaries

What This Skill Does Well

• Creating structured scorecards

• Identifying deal gaps

• Generating coaching questions

• Tracking deal progression

What This Skill Cannot Do

• Access your CRM data

• Know specific deal context

• Make forecast decisions

• Replace sales judgment

Iteration Guide

Follow-up Prompts:

• "Create coaching questions for [component]"

• "What should we ask about [specific gap]?"

• "Design stage gate criteria for our process"

• "Analyze win/loss patterns from scorecards"

References

• PTC MEDDIC Methodology (Dick Dunkel)

• Force Management MEDDICC

• Winning by Design Sales Process

• Gong Sales Coaching Research

Related Skills

• lead-qualification-meddic

• Full qualification framework

• deal-risk-scoring

• Risk assessment

• pipeline-forecasting

• Forecast methodology

Skill Metadata

• Domain: Sales

• Complexity: Intermediate

• Mode: centaur

• Time to Value: 15-30 min per deal

• Prerequisites: Deal information, CRM access