This MEDDPICC deal qualification template records, for each of the eight letters, what the buyer said, who said it, and whether it counts as evidence. Copy it into a doc or your CRM notes and fill it in during the deal review, with the rep talking the deal through.
The template
MEDDPICC DEAL SHEET
Deal: Rep: Review date:
Amount: Stage: Close date:
Forecast category (before review): Commit / Best case / Pipeline
State key: C = buyer-confirmed I = rep-inferred U = unknown
LETTER BUYER'S WORDS (quote) WHO / WHEN STATE QUESTION TO CLOSE THE GAP
Metrics ... ... C/I/U ...
Economic Buyer ... ... C/I/U ...
Decision Criteria ... ... C/I/U ...
Decision Process ... ... C/I/U ...
Paper Process ... ... C/I/U ...
Implicate the Pain ... ... C/I/U ...
Champion ... ... C/I/U ...
Competition ... ... C/I/U ...
BLOCKING LETTER (one):
NEXT BUYER QUESTION: ASKED TO: BY (date):
WHAT ANSWER COUNTS AS EVIDENCE:
FORECAST CATEGORY (after review): REASON:
DEBRIEF (after the buyer call): quote / letter moved? Y/N
What each letter needs before it is marked C:
| Letter | Buyer-confirmed means |
|---|---|
| Metrics | The buyer's number, with a baseline and a target |
| Economic Buyer | The rep has met the approver, or heard their priorities first-hand |
| Decision Criteria | Criteria the buyer stated or sent |
| Decision Process | Every step to a decision, each with an owner and a date |
| Paper Process | Legal, security and procurement steps, owners, and how long they took last time |
| Implicate the Pain | The problem, its cost and a date it must be fixed by, in the buyer's words |
| Champion | Something the champion did for the deal that cost them time or standing |
| Competition | Every alternative, including doing nothing and building it in-house |
A suggested forecast rule: a deal can sit in commit only when Metrics, Economic Buyer, Paper Process and Champion are all C. Adjust the letters to where your deals slip, and write the rule down before the quarter starts.
For where MEDDPICC fits next to the selling methodology your team runs, see the sales methodology guide.
How to use it
- Write the standard first. Agree the "buyer-confirmed means" column with your managers before the first review. In our research on AI call scoring with PeerLab's blind human marking, trained experts disagreed with each other on 18% of scores; a sheet without a written standard gets marked differently by every manager.
- Hold the review as a call. The rep talks the deal through before anyone opens the sheet. The manager fills the quote column from what the rep says the buyer said.
- Fill the quote column before the state column. If there is no quote, the state cannot be C.
- Mark each letter C, I or U. "They said budget is fine" from a champion is an I for Economic Buyer.
- Pick one blocking letter. Choose the gap that would stop the deal reaching its next stage. Leave the others for later weeks.
- Write one question, who it goes to, and the answer that counts. The rep should be able to ask it on the next call in their own words.
- Apply the forecast rule and record the category after the review, with a reason.
- Debrief within a day of the buyer call. Record the buyer's answer and move the letter only if the answer came from the buyer.
The full review procedure, with what to say at each step, is in How to coach MEDDPICC on live deals.
- The buyer's words, quoted, for each letter
- Who said it, and when
- State: C, I or U
- One blocking letter
- The next buyer question, to whom, by when
- What answer counts as evidence
- Forecast category after the review, with a reason
- Debrief: the quote, and whether the letter moved
Discovery questions that fill each row
The sheet is only as good as the questions behind it. Most rows stay at I or U because nobody asked the buyer, so the rep needs a question for each letter that a buyer can answer with a number, a name or a date. A starting set:
| Letter | Discovery question |
|---|---|
| Metrics | "What does this cost you today, and what number would tell you it is fixed?" |
| Economic Buyer | "Who signed off the last purchase like this, and what did they need to see?" |
| Decision Criteria | "What will you compare the options on?" |
| Decision Process | "What has to happen between now and a signed order, and who does each step?" |
| Paper Process | "Once you decide, which reviews does a contract go through?" |
| Implicate the Pain | "What happens if this is still unfixed in six months?" |
| Champion | "Who else needs to hear this, and would you bring them to the next call?" |
| Competition | "What else are you looking at, including leaving things as they are?" |
Rewrite them in your team's own words. Gap Selling teams, for example, ask the Metrics and Pain questions as current state and future state. Write the answer next to the question in the quote column, word for word.
Filled-in example
This example is illustrative.
Deal: Regional freight co., route planning Rep: Rep A Review date: 4 Nov
Amount: $90,000/yr Stage: Proposal Close date: 28 Nov
Forecast category (before review): Commit
Metrics "We'd love to cut fuel spend" Ops lead, 21 Oct I "What did fuel cost you last quarter, and what would good look like?"
Economic Buyer "The COO signs anything over 50k" Ops lead, 21 Oct I Ask ops lead to bring COO to the business case review
Decision Criteria Emailed list: routing accuracy, Ops lead, 24 Oct C -
telematics integration, support
Decision Process "We want to move fast" Ops lead, 21 Oct I "What are the steps between now and a signed order?"
Paper Process - - U "After you decide, who else approves, and how long did it take last time?"
Implicate the Pain "Late deliveries are a pain" Ops lead, 14 Oct I "What does a late delivery cost you?"
Champion Booked the technical demo and Ops lead, 24 Oct C -
invited IT and finance
Competition - - U "What happens if you do nothing this year?"
BLOCKING LETTER: Paper Process
NEXT BUYER QUESTION: "After you decide, who else approves a contract like this, and how long did it take last time?"
ASKED TO: Ops lead BY: 7 Nov
WHAT ANSWER COUNTS: named reviews, owners, a duration
FORECAST CATEGORY (after review): Best case REASON: Paper Process U, Economic Buyer and Metrics I
DEBRIEF (8 Nov): "Procurement runs a vendor review, usually five weeks; legal signs." Paper Process -> C. Close date moved to mid-December.
Two of eight letters were confirmed on a deal the rep called commit. The sheet does its job when it makes that visible before the forecast call.
Three ways teams misuse it
Scoring it from the CRM after the fact. The sheet gets filled on Friday from memory, every letter reads like a C, and the forecast inherits the rep's confidence. Fill it during a live review, from the rep's account of the buyer's words.
Coaching all eight gaps at once. A sheet with six I's and U's produces a list of six tasks, and the rep does none. One blocking letter per deal per week moves more deals.
Treating the sheet as the coaching. A completed sheet is a measurement. The coaching is the brief for the next buyer call and the debrief afterwards. Teams that stop at the sheet get tidy CRM fields and the same forecast misses.
Which letters to expect at each stage
A sheet full of U's on a deal after its first meeting is normal. The sheet points at a problem when letters that should be confirmed by a stage are still inferred. A suggested progression, to adjust to your own stages:
| Stage | Letters that should be C before the deal moves on |
|---|---|
| Discovery | Implicate the Pain, Metrics (at least the baseline) |
| Solution or demo | Champion, Decision Criteria, Competition |
| Proposal | Economic Buyer, Decision Process |
| Negotiation or commit | Paper Process, with the earlier letters still C |
Write the table into your stage definitions so a deal cannot reach proposal on the rep's confidence alone. In the filled-in example, the deal sat at proposal with Economic Buyer and Decision Process both inferred, which is why the review moved it to best case.
Turning Decision Process and Paper Process into a plan with the buyer
Once the champion has described the steps, write them down with the buyer as a shared plan. Two rows of the sheet become dates the buyer has agreed to, and a slipping date shows up weeks before the close date does.
[Buyer] and [Seller]: plan to a decision by [date]
STEP BUYER OWNER OUR OWNER DATE DONE
Business case reviewed [name] [rep] [date] [ ]
Economic buyer meeting [name] [rep + exec] [date] [ ]
Security review [name] [SE] [date] [ ]
Legal redlines [name] [legal] [date] [ ]
Procurement and vendor setup [name] [rep] [date] [ ]
Signature [name] [rep] [date] [ ]
Implementation kickoff [name] [CSM] [date] [ ]
Send it to the champion as a draft and ask them to correct it. Their edits are buyer evidence. A step they add moves Paper Process toward C, and a date they push back is an early warning for the forecast. Copy each step the buyer confirms into the quote column of the sheet, with the date they confirmed it.
Rolling the sheet up across the team
One sheet tells a manager about one deal. A count across every sheet shows where the team's deals break. Once a month, take every deal in commit and best case and count the state of each letter. An illustrative roll-up for a team with 20 deals in those two categories:
| Letter | C | I | U |
|---|---|---|---|
| Metrics | 6 | 11 | 3 |
| Economic Buyer | 9 | 9 | 2 |
| Paper Process | 4 | 5 | 11 |
| Champion | 14 | 5 | 1 |
Four letters are shown here; run all eight. In this team, most deals have a champion and few have a mapped approval path. Paper Process becomes the coaching theme for the month, and the Paper Process question from the discovery table goes into every rep's next call plan.
Setting it up in the CRM
If the sheet lives in the CRM, build each letter as a small group of fields instead of one free-text box:
- Quote (long text): the buyer's words.
- Source (contact lookup): who said it.
- Date (date): when they said it.
- State (picklist): Confirmed, Inferred or Unknown, defaulting to Unknown.
Add two fields at deal level, one for the blocking letter and one for the next buyer question. If your CRM supports validation rules, block State from being set to Confirmed until the quote and source fields are filled. Then build the roll-up above as a report grouped by letter and state, filtered to commit and best case.
When the full sheet is more than the deal needs
The eight-row sheet earns its time on deals with several stakeholders, a formal approval path and a contract that goes through legal or procurement. On a small deal with one decision maker who signs on a card or a short order form, most rows stay empty for good reasons, and filling them wastes the review.
For those deals, keep four rows: Metrics, Economic Buyer, Implicate the Pain and Competition. Mark them the same way, with a quote and a state, and use the same forecast rule on the rows you kept. Set a value threshold above which the full sheet applies, and write it next to the forecast rule. Deals tend to grow during the cycle. When a security review or a second approver appears, move the deal to the eight-row sheet that week.
Checks before the forecast call
- Every C has a quote and a name beside it.
- Every deal in commit meets the written forecast rule.
- Every deal has one blocking letter and a dated question.
- Last week's debrief is recorded, and letters moved only where the buyer answered.
- Close dates match the plan the buyer agreed to.
Running the sheet on every deal
A manager can run this sheet on the deals that matter most each week. Running it on every deal before every buyer call needs more review time than any frontline manager has. Caty, our AI sales expert for live deals, keeps the sheet current for each one: the rep talks the deal through with her on a call, she marks each letter on the buyer's evidence and briefs the next conversation, and Bryce shows managers which letters stay inferred across the team. The eight letters are on our MEDDPICC page, the shorter version is on our MEDDIC page, and How to roll out a sales methodology covers the launch.
Before your next forecast call, fill the sheet for the deal you are least sure of; if you want to hear Caty do it on that deal, talk to us.
FAQ
What is a MEDDPICC template?
A MEDDPICC template is a deal sheet with a row for each of the eight letters, used to record the buyer's evidence for each one during a deal review. A useful one records the buyer's words, who said them and when, and marks each letter as buyer-confirmed, rep-inferred or unknown, then sets the next question and the forecast category.
How do you score MEDDPICC?
Score MEDDPICC by evidence state. Mark each letter buyer-confirmed when the buyer has said or done something that proves it, rep-inferred when it is the rep's belief, and unknown when nobody has asked. Then tie the forecast to the states, for example allowing commit only when Metrics, Economic Buyer, Paper Process and Champion are confirmed.
Should the MEDDPICC sheet live in the CRM?
The MEDDPICC sheet can live in the CRM, as long as the fields capture the buyer's words and the evidence state, and are filled during a review. CRM fields filled alone by the rep tend to drift toward what the rep hopes. Many teams keep the sheet in the review notes and copy only the states and the forecast category into the CRM.
What is the difference between a MEDDPICC and a MEDDIC template?
A MEDDPICC template adds two rows to the six in a MEDDIC template: Paper Process and Competition. MEDDIC teams often fold the approvals after a decision into Decision Process, which is why Paper Process gaps surface late. Teams whose deals slip in procurement should use the eight-row version.
Who should fill in the MEDDPICC sheet?
The manager should fill it in during the deal review, from what the rep says the buyer said. The rep keeps it current between reviews by adding quotes after each buyer call, and only the review moves a letter to C. When the rep fills it alone, letters tend to drift toward C on the rep's own reading of the deal.
How often should you update a MEDDPICC sheet?
Update it after every buyer conversation that touches a letter, and review it weekly for deals in commit and best case. Earlier-stage deals can be reviewed every two weeks. The debrief line is the most important update, because it records whether the last question got an answer from the buyer.