MEDDIC & MEDDPICC Score Calculator

The MEDDIC & MEDDPICC Score Calculator is a tool that helps sellers and sales managers measure how ready an opportunity is to get closed.

Why The MEDDPICC Score Calculator?

In the past few years, many of our learners and managers have asked us to provide them with “tools” such as checklists, Scorecards, “blue sheets,” CRM plugins, ready-made stages for Salesforce or other CRMS, playbooks, etc.

I have been resisting so far because I am concerned about the danger of putting tools into the hands of salespeople before they have a deep understanding of the concepts. 

I have seen (and keep seeing) too many sellers coming to MEDDIC Academy from large organizations supposedly using MEDDIC or MEDDPICC with all sorts of tools and boxes to check without knowing precisely what those stages mean. For instance, they don’t know who truly is the champion or the EB, and they don’t know what we are talking about when we mention METRICS. These sellers come to us to learn the skills.

As I have said in the past, in this post or in this video, Tools don’t sell; sellers do.

Worse, even eLearning alone or AI is not enough to acquire sales skills. Learning occurs in live interactions (aka workshops), followed by deal inspection within the framework to practice the method in real-life (or real-sales) situations. Online courses alone haven’t made any seller an A-Player.

That said, some of you may find tools helpful. So I listened to our customers, and here’s a first tool, which has been referred to in different forms by different clients (they are all composed, more or less, of the same content):

• The MEDDIC checklist
• The MEDDPICC “blue sheet”
• The MEDDIC Scorecard
• The MEDDPICC Scorecard
• Or just the MEDDIC / MEDDPICC score calculator, as I decided to call it.

Who Can Use It?

Subscribers to the Advanced MEDDPICC Course can now enjoy the new tool at the end of the course. It’s easy to use; just download your personal Excel format and flip the “no”s to “yes” as you progress in the account activities. At the beginning of the sales cycle, you should have a good score for I (Identify Pain) and if you don’t have an excellent score for, let’s say, Paper process, it’s ok. However, as you move towards the expected close date, the total score should be near 100%. If you are three weeks away from the end of the quarter and your MEDDPICC score is, let’s say, 60% only, then think twice before adding the deal to your committed forecast numbers.

I got the table, now what?

Look at the lines with a ‘NO”.

They are your to-do list.

You want to convert all the NOs to YES to reach a perfect score.

You can convert it back to Google Sheets for an editable version or use it with your favorite spreadsheets. 

We also offer a light calculator for those who are not a subscriber.