MEDDPICC Scorecard: how deep each letter goes, and what it rests on
A MEDDPICC Scorecard gives each letter what the deal actually holds: the people, steps and numbers on record, and whether each one has been confirmed. A letter nobody has covered is marked as a gap, with what's missing and how to get it, and nothing is written in its place. It ends with the CRM update written out field by field, so the scorecard and the admin are one job.
Updated
When you reach for it
Friday morning, before anybody asks you where it stands.
How do you score a MEDDPICC deal?
Letter by letter, by how far each one has got, and never as a total. A sum lets a strong pain score hide a zero on the economic buyer, and the zero is the letter that ends the deal.
Record the rung each letter has reached and the line the buyer said that puts it there. A letter with no line stays blank.
The blank template is further down: a row for each letter, its rungs, and a line for the evidence.
What do I write in the MEDDPICC fields in Salesforce?
One line per letter, in plain text: who or what, and whether the buyer confirmed it. Where you don't know, say it's a gap rather than guess.
In SalesWolf, the scorecard's last section is that block, written from what's on the deal: one field per letter under a MEDDPICC_ label, each filled field with its own copy button. A letter the deal hasn't answered shows the gap and a link to go work it, and there's nothing to paste.
What do I put in the scorecard when I don't know?
Leave it blank, and write the question that would fill it. That is our position: a blank you can see is a question you can ask on the next call, and a guess in the box is a question nobody asks until the deal slips.
Nothing goes on the deal until you accept it. A dimension nobody covered stays blank. Open it, and SalesWolf asks what you know and suggests questions to take to the buyer.
On the sample deal, Metrics is one of those blanks. The scorecard marks its block as a gap, and the Discovery Brief for Thursday’s call writes the question for it.
M - Metrics
DraftGap — metrics not yet captured. Capture it on this deal, then regenerate this artifact.
The question in Thursday’s Discovery Brief
Beyond the two staff on the night desk manually chasing carrier exceptions and calling carriers, what specific performance target or success metric does operations need to hit?
MEDDPICC scorecard template
A MEDDPICC scorecard template should record how far each letter has actually got, and the line that proves it. A score out of three records how you felt about a letter; a named rung, with the line the buyer said under it, records what happened.
Download the blank template: Markdown · CSV. The CSV opens in Excel, and in Google Sheets through File › Import. If Excel puts each row in one cell, import it through Data › From Text/CSV and set the delimiter to Comma.
These are the sections SalesWolf's MEDDPICC Scorecard is built from. In the product each one is written from the facts you've accepted on the deal. A section with nothing to stand on says what it's missing instead.
Size, stage and close date
Size, stage, and the close date, with whose date it is.
M — the numbers the buyer cares about
- named
- Somebody has said which measure matters — cost per order, hours of reconciliation, days to close the month. You know the units, and nothing else yet.
- quantified
- There is a figure today and the figure they want, and you know who produced each. An estimate from the champion counts here; it does not count above here.
- tied to value
- The figure is connected to what the customer is buying, in a chain someone in finance would accept. This is the rung a CFO’s question lands on.
Done when · You can cite a Finance-owned number, not an estimate, in front of the buyer.
Evidence · who said it, and when
Metrics: what each rung means, and the questions that move itE — who signs, and have you met them
- named
- You have a name and a title. A name is enough to put a deal in the forecast, and on its own it tells you nothing about whether it will close.
- motivated
- You can state the outcome this buyer is personally measured on — theirs, not your champion’s.
- engaged
- They have spent time on this deal directly: a meeting, a document they asked for, a question they sent back. Engagement is evidence, not a feeling.
Done when · You have spoken with the person who signs, and know what they need this to do.
Evidence · who said it, and when
Economic Buyer: what each rung means, and the questions that move itD — what they're comparing you against
- named
- You know the criterion is on the list. You know it exists; you do not know how you score.
- positioned
- You know how the customer rates you on it, and against whom. SalesWolf can place you here from your own company knowledge, but only their answer to an unflattering question makes it theirs.
- proven
- They have seen evidence — a reference, a security review passed, a test they ran themselves. Proof is something they did, not something you sent.
Done when · You can name the criteria the customer will decide on and where you stand on each one.
Evidence · who said it, and when
Decision Criteria: what each rung means, and the questions that move itD — how they'll get to a decision
- listed
- You know the steps exist and roughly what order they run in. Usually this came from one person’s memory of the last purchase.
- owned
- An owner on the customer’s side is recorded against every step. Get a person’s name, not a team’s: a step a team owns is a step nobody is doing.
- dated
- You know roughly when each step happens. Dates are what turn a process map into a forecast you can defend.
Done when · You can walk the deal from here to signature — every step, who runs it, and when.
Evidence · who said it, and when
Decision Process: what each rung means, and the questions that move itP — where the paperwork stands
- listed
- You know which reviews this purchase has to pass — legal, security, procurement, whatever else this company runs.
- owned
- Each review has an owner on the customer’s side recorded against it. Get a person, not a team: procurement is a team with a queue, and a team’s name tells you nothing about where you stand in it.
- dated
- You know roughly how long each takes. This is the rung that produces a last-safe-day-to-start, which is the only date that actually protects a close.
Done when · You can name who on the customer side owns legal, security, and procurement.
Evidence · who said it, and when
Paper Process: what each rung means, and the questions that move itI — the pain, and whose it is
- stated
- Somebody has said the problem out loud. This is where a discovery call usually ends, and it is one rung of three.
- contextualized
- You know who it affects, how often, and what they currently do instead. The workaround is usually where the real cost hides.
- quantified
- There is a number on it — hours, headcount, revenue, error rate. Quantified pain is what a business case is built out of.
Done when · You can say, in their words, what is actually pulling this deal forward.
Evidence · who said it, and when
Identify Pain: what each rung means, and the questions that move itC — your champions, one by one
- candidate
- Someone who could become a champion: engaged, accessible, on the right side of the problem. A candidate has not yet done anything for you.
- motivated
- They have a personal win here — something they get from this that they are measured on. Motivation is what survives an inconvenient week.
- influential
- You have watched them move somebody else. Not their title; an occasion.
- tested
- They carried something for you and delivered — a meeting they arranged, a document they defended. Only this rung predicts what happens when you are not there.
Done when · You can name a champion with a personal win in the deal, evidence they move others, and a test they've passed.
Evidence · who said it, and when
Champion: what each rung means, and the questions that move itC — who else is in the running
- named
- You know who or what else is being considered, including the option of changing nothing.
- positioned
- You know where you win and lose against each alternative on the criteria the customer actually scores. SalesWolf can place you here from your own company knowledge; until the customer has said it, it is your read, not theirs.
- trap set
- The customer is carrying a question into their evaluation of the alternative that favours you and that you did not have to be present to ask. This is the rung that works when you are not in the room.
Done when · You can name every alternative they're weighing, including the status quo, and where you stand on each.
Evidence · who said it, and when
Competition: what each rung means, and the questions that move itWhere the deal really stands
Your honest read: what would stop this deal, and what is holding it up. Point each one at a row above.
Your CRM paste
Each row above, copied into its field in your CRM.
What do I write in the MEDDPICC fields in Salesforce?
The scorecard has a section for each of the eight letters. Compelling event and required capabilities are tracked on the deal, with ladders of their own.
This is what comes out.
What goes in is the call you already had.
14 days free, no card, no call.