Creating a sales plan—and if you have adopted the MEDDIC framework, the MEDDIC sales plan—is the foundation for making 2025 a successful year. As you step into the new year, following a structured, organized, and driven approach will ensure you not only meet your goals but exceed them. A successful plan isn’t just a checklist of tasks; it’s a dynamic strategy that aligns your efforts with measurable outcomes, supported by ongoing education and adaptability. This guide walks you through seven actionable steps to craft a highly successful MEDDIC sales plan and make this your best year yet.
1. Create a Written Plan: Start with the Why
A written MEDDIC sales plan is your roadmap to success, and every great plan begins with a clear understanding of why you’re creating it. Understanding your motivation and purpose will not only clarify your goals but also inspire you to stay committed throughout the year.
Ask yourself:
- What’s my purpose?
- What’s my motivation? Why do I want to achieve these targets?
- How will accomplishing them impact me, my personal growth, my family goals, my team and our organization?
Remember, in high end B2B, customers buy from us for profit. They have a problem to solve that has economic impact. If they are not aware, make them aware. So you are the catalyst, if not the angel, bringing this source of profit to them. You are helping them solve a problem. Don’t beg for the PO. Don’t send follow up emails with no value or additional information. Keep in mind that they don’t buy from you to please you; they buy from you to achieve their own. Switch from the seller asking for attention to the trusted advisor who can solve their problems and make them more successful.
Documenting your objectives, strategies, and timelines ensures clarity and accountability. Without a written plan, it’s easy to lose focus or forget priorities amid the daily hustle. Start by identifying your revenue goals, key milestones, and actionable steps that will help you reach them. As you craft your plan, let your “why” drive each decision, ensuring your efforts are purposeful and aligned with your overarching vision.
To stay organized, consider using a structured template for your MEDDIC Sales plan. Regularly review and adjust this document during coaching sessions or self-assessments to ensure it remains relevant throughout the year. Remember, a written plan isn’t static—it evolves as your market and goals do, always rooted in the deeper purpose that fuels your success.
2. Define SMART Goals & Objectives
Every great plan begins with clear, measurable goals, and adopting the SMART framework ensures those goals are both effective and achievable. S.M.A.R.T. stands for Specific, Measurable, Achievable, Relevant, and Time-bound. For example, instead of setting a vague goal like “increase sales,” a SMART goal would be: “Increase revenue from a given segment or territory by 50% within Q1 by systematically working with the champion to enlarge the scope, accelerate the sale or both.”
These objectives should be specific and actionable, aligning with broader business priorities. Break them down into smaller, achievable steps to maintain momentum throughout the year. For instance, if your quarterly goal is to close two major accounts, identify weekly tasks such as discovery calls, presentation meetings, qualification conversations, and presenting proposals that contribute to that goal.
It’s important to distinguish between revenue goals and activity goals. Revenue goals focus on the desired outcomes, such as achieving $1 million in sales, $500k gross margin, or acquiring 10 new clients. Activity goals, on the other hand, focus on the actions required to reach those outcomes, such as making 50 prospecting calls, delivering 4 demos or attending five networking events weekly. Both types of goals are critical—revenue goals define your destination, while activity goals map the daily and weekly actions that get you there.
In our Leadership Courses, we help coaches and leaders diagnose sellers’ challenges depending on which types of quotas or goals are missed.
Just any goals?
Obviously, your goals should align with the targets set by your leadership, serving as a baseline. However, aim higher than the assigned goals to push yourself beyond expectations, when possible. By striving for results well above what is asked of you, you’ll not only meet expectations but consistently exceed them, positioning yourself as an A-player.
In a MEDDIC Sales Plan, there is nothing more natural than defining MEDDIC driven goals and objectives. What are they? Here are some examples:
- Win rate. Prefer improving your win rate, instead of the number of deals in your forecast. Improve your win rate in each quarter by 20% compared to the same quarter last year.
- Champion scorecard. Set a goal for the percentage of 80%+ scored champions in your forecast. That’s the number of deals in your forecast where the scorecard of the champion is above 80%. That goal could be “all”. That means, for instance, that you won’t admit any opportunity in your forecast if the champion score is not at least 80%.
- ACV or Average Contract Value. Increase your ACV by 30%. This will push you and your champion to be creative and think how to enlarge your deals.
- Sales Cycle. Shorten your sales cycle by 30%. This will push you and your champion to be creative and think how to enlarge your deals.
- FAR or Forecast Accuracy Rate. Shoot for 50% in the first month of the quarter, then 75% in the 2nd month of the quarter and 100% for the last month of the quarter. That’s the ratio of the number of deals closed over the deals that were in your committed forecast in the last month of the quarter.
- Number of Say No’s: In a healthy sales activity you should necessarily say NO in a number of situations. Measure them and based on where you stand, increase them to increase your sales discipline for a stronger forecast list and higher win rate.
- Specific sales goals on a new product line you launched, or on a specific market or territory.
- Etc.
By combining the SMART goalsetting habits with the MEDDIC framework, and a balance of revenue and activity goals, your sales objectives will not only be clear, measurable and attainable but also strategically aligned with your success.
3. MEDDIC Sales Plan’s Strategies and Tactics
Strategies and tactics are the actionable steps that bridge your goals and results. They outline how you will reach your revenue targets and execute your sales plan effectively. For instance, leverage social media platforms to generate and nurture leads, tap into your network by asking associates or satisfied clients for referrals, and consistently engage with past clients to foster long-term relationships. These specific actions form the backbone of a solid sales plan, ensuring your efforts are focused and purposeful.
Additionally, consider incorporating data-driven tactics like analyzing past sales performance to identify high-potential markets or customers. Use CRM tools to segment leads and prioritize outreach based on their likelihood to convert. Align your strategies with the MEDDIC framework by rigorously qualifying opportunities and ensuring each prospect aligns with your ideal customer profile. By combining creativity with methodical execution, your strategies and tactics will not only support your goals but also drive meaningful and measurable results.
4. Sharpen Your Skills Through Education
The foundation of any successful sales plan is a skilled salesperson. Continuous learning is vital for staying competitive. Invest in honing your abilities through courses, workshops, and resources tailored to modern sales practices.
At MEDDIC Academy, you can learn and master Enterprise B2B sales techniques thanks to our MEDDIC and MEDDPICC courses. Let us help your teams during QBRs or SKOs by organizing live workshops, whether virtual or in-person.
At a minimum, make sure you read “Always Be Qualifying“, the first and still the most practical book on MEDDIC.
If you are a coach or a leader, check out our management courses in the MEDDIC framework, and our Leadership Courses beyond any sales framework.
If you are a leader, we recommend the ancient Greek philosopher Xenophon’s Cyropaedia collecting lessons from Persian leadership wisdom: Leadership by Cyrus the Great, reinterpreted and written by Darius Lahoutifard.
Sharpen your saw, and you’ll cut through the noise with confidence. This step is key to a Successful MEDDIC Sales Plan for the New Year.
5. Utilize Technology and Insights; MEDDPICC Score Calculator
Although I believe that we have way overloaded sales teams with technology in the past couple decades and not enough with skills, the right tools are of course your ally in streamlining processes and driving results. Leverage CRM and Sales Automation tools to track leads, forecast revenue, and measure performance. Use data-driven insights to segment your territories and markets and focus on the right opportunities.
Our MEDDPICC Score Calculator, included in Advanced MEDDPICC course and above, is a must to help you assess your opportunities and to decide what to do next. The MEDDPICC scorecards help you self assess the strengths and weaknesses of your opportunities with respect to the elements of MEDDIC and MEDDPICC. These tools save time and allow you to focus your efforts on the exact right activities. When used for all your opportunities, they help you asses the most promising ones, boosting your overall efficiency, aka win rate. Increasing win rate means more revenue, unless you want to take more vacations, which is another way to enjoy your increased performance.
6. Master Time Allocation
Your time is your most valuable asset—treat it as such. Prioritize high-impact activities, such as prospecting and client engagement, and guard your schedule against unnecessary distractions. Block out focused time for key tasks and treat those blocks as unmovable appointments. Effective time management ensures that you’re always working towards your goals.
Remember, effective time management is about making the most of your 480 minutes each workday. Our Time Management course can help you doing so. Other techniques maybe about using tools that help you reduce distractions such as social media and increase healthy habits such as reading books, physical activities, and more family/loved ones time.
7. Maintain Flexibility in Your MEDDIC Sales Plan
In Sales, just as in the rest of Life, the only constant is change. Markets shift, customer needs evolve, organizations change, and new challenges emerge. A successful sales plan must be adaptable, allowing you to pivot when necessary. Regularly review and adjust your MEDDIC Sales Plan to reflect the realities of the market. Flexibility isn’t a sign of weakness; it’s a hallmark of resilience and foresight.
While being flexible, maintain a clear focus on helping, not just selling. Approach each interaction with the mindset of solving problems and making prospects smarter for having met you. If you manage to include METRICS in all your interactions with prospects, this will become possible. It builds trust and fosters long-term relationships.
Conclusion
Building a successful MEDDIC sales plan for this new year requires more than just setting goals—it demands continuous education, the smart use of technology, and a commitment to adaptability. By following these seven steps, you’ll create a dynamic plan that not only guides your actions but also positions you to thrive in an ever-changing sales environment.
If you’re ready to elevate your sales skills, consider exploring the courses at MEDDIC Academy, where we provide proven strategies to help you excel. Start planning today, and make 2025 your most successful year yet!
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