Scorecard template
MEDDIC scorecard template
Discovery and qualification calls in complex B2B deals with several stakeholders, a budget approval and a cycle of weeks or months.
The scorecard
Score each criterion from 0 to 3. Multiply by its weight, add it up, and a call lands between 0 and 100.
| Criterion | Weight | What the scorer asks | 0 Not touched | 1 Mentioned | 2 Explored | 3 Confirmed |
|---|---|---|---|---|---|---|
| Metrics | 20 | Did the rep get the customer to put a number on the value they expect? | No value or number discussed. | Value mentioned in general terms, no figures. | Rep asked for figures; customer gave rough estimates. | Baseline and target quantified and played back for confirmation. |
| Economic buyer | 20 | Did the rep find out who signs off on the spend and how to reach them? | Budget owner never discussed. | Someone mentioned as the decider, role unclear. | Rep asked who approves and how they decide. | Economic buyer named, access agreed and confirmed back. |
| Decision criteria | 15 | Did the rep learn what the customer will judge the options on? | Criteria not raised. | One or two requirements mentioned in passing. | Rep probed the requirements and how much each counts. | Criteria listed, ranked and confirmed back by the customer. |
| Decision process | 15 | Did the rep map the steps, people and dates between now and a signature? | Process and next steps not discussed. | A vague next step, no sequence or dates. | Rep asked about steps, owners and timing. | Full path to signature with dates, summarised and confirmed. |
| Identify pain | 15 | Did the customer describe a problem in their own words, and what it costs them? | No problem surfaced. | A generic problem mentioned, no example. | Rep dug into examples and consequences. | Pain and its cost stated by the customer, confirmed in a recap. |
| Champion | 15 | Is there someone with influence inside the account who wants this and will sell it internally? | No internal ally identified. | A friendly contact, influence or motive unclear. | Rep tested the contact's influence and personal stake. | Champion committed to a dated internal action, confirmed on the call. |
What to listen for, criterion by criterion
20/100
Metrics
Listen for
- Hours, euros or percentages tied to the problem
- A baseline today and a target after
- Who will measure the result
What good sounds like If your planners stop re-keying orders, how many hours a week does that give back, and what is an hour worth to you?
20/100
Economic buyer
Listen for
- Name or role of the person who approves the budget
- Whether that person has seen the business case
- A plan to meet them before the proposal
What good sounds like Who signs off on a budget this size, and have they seen the business case yet?
15/100
Decision criteria
Listen for
- Must-haves versus nice-to-haves
- Technical, legal or security requirements
- How vendors will be compared
What good sounds like When you put us next to the other options, which three things will decide it?
15/100
Decision process
Listen for
- Steps such as a pilot, a security review or board approval
- Who is involved at each step
- A target date and what drives it
What good sounds like Walk me through what happens after this call, up to the day a contract is signed. Who needs to say yes, and by when?
15/100
Identify pain
Listen for
- A specific situation that goes wrong today
- Consequences for revenue, cost or people
- Why it has not been solved yet
What good sounds like You said the forecast slips every quarter. What happened the last time it went wrong?
15/100
Champion
Listen for
- A contact who gains personally if this succeeds
- Offers to introduce colleagues or share internal information
- Access to the economic buyer
What good sounds like If you were presenting this internally next week, what would you need from me to make it land?
A call scored against this template
Drummer scores every call against the template you choose. Each criterion gets its reasoning and the moment in the call that proves it, so a manager checks the evidence in seconds instead of listening to the whole call.
Scored against MEDDIC
Call with Maes Industrial Supplies
40:00
77/100Call score
- Metrics3 / 303:30
- Economic buyer1 / 309:50
- Decision criteria3 / 316:11
- Decision process2 / 322:32
- Identify pain3 / 328:53
- Champion2 / 335:14
Metrics is well evidenced. Economic buyer only came up in passing: ask about it before the next call.
About this template
MEDDIC is a qualification method for complex B2B sales. It came out of PTC, the American software company, in the 1990s. The name lists what a rep needs to know before a deal can be forecast with confidence: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion. The MEDDIC glossary entry has the short definition.
Use this scorecard on discovery and qualification calls, and again on later calls in the same deal to see which gaps have closed. It fits deals with several stakeholders, a budget approval and a cycle of weeks or months. When procurement and competitors decide the outcome, use the MEDDPICC template instead.
How does Drummer score a call against MEDDIC?
Drummer scores each criterion of every recorded call from 0 to 3, with its reasoning and a timestamp that jumps to the moment in the call. Managers open a comment thread on that moment instead of writing a long review. It works the same on Dutch, French and German calls as on English ones. More on coaching with scorecards.
A 3 is deliberately strict: the rep has to play the answer back and get it confirmed. That habit is what separates a qualified deal from a hopeful one. For how teams run MEDDIC week to week, read MEDDIC in practice.
Questions about this template
What is a MEDDIC scorecard?
A MEDDIC scorecard turns the six MEDDIC elements into criteria you score after every qualification call: metrics, economic buyer, decision criteria, decision process, identify pain and champion. Each criterion gets a score from 0 to 3 and a weight, so a manager sees which deals are qualified and which gaps the rep should close on the next call.
How do you weight MEDDIC criteria?
This template gives metrics and economic buyer 20 points each, because a deal without a quantified case or a known budget owner rarely survives a budget review. The other four criteria get 15 each, for a total of 100. Teams adjust the weights to their own losses: a team that loses deals late in procurement may raise decision process.
Can Drummer score our calls against our own version?
Yes. Upload your own criteria, questions and weights, or start from this template and change what does not fit your process. Drummer then scores every recorded call against your version, with its reasoning and a timestamp per criterion, so a manager can jump to the moment in the call and leave a comment for the rep.
More scorecard templates
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Discovery calls in larger B2B sales, where the buyer has to see the size of the problem before a solution makes sense.
Score your calls with this
Bring a few recordings to a 30-minute demo and see them scored against MEDDIC, with the moment that proves each criterion.