Scorecard template
MEDDPICC scorecard template
Enterprise deals with a formal procurement process, legal review and competing vendors, from qualification to the final negotiation.
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 | 15 | Did the rep quantify the value the customer expects, in the customer's own numbers? | No value or number discussed. | Benefits mentioned in general terms only. | Rep asked for figures; customer gave estimates. | Baseline and target quantified and confirmed back by the customer. |
| Economic buyer | 15 | Did the rep identify who has the final say on the spend, and agree a way to reach them? | Budget owner not discussed. | A decider mentioned, identity or role unclear. | Rep asked who approves and what they care about. | Economic buyer named and access confirmed with the contact. |
| Decision criteria | 10 | Did the rep learn the criteria the customer will use to choose? | Criteria not raised. | Some requirements mentioned in passing. | Rep probed requirements and their priority. | Criteria ranked and confirmed back by the customer. |
| Decision process | 10 | Did the rep map how the customer gets from evaluation to a decision? | Decision steps not discussed. | A next meeting agreed, no wider process. | Rep asked about steps, people and dates. | Decision process with dates summarised and confirmed. |
| Paper process | 10 | Did the rep learn how the contract gets from approval to signature? | Contracting and procurement not discussed. | Paperwork mentioned as a later step, no detail. | Rep asked about procurement, legal and their lead times. | Paper process mapped with owners and lead times, confirmed back. |
| Identify pain | 15 | Did the customer name a problem in their own words, with a consequence that matters to them? | No problem surfaced. | A generic problem mentioned, no example. | Rep explored examples and consequences. | Pain and its consequence confirmed by the customer in a recap. |
| Champion | 15 | Did the rep find and test someone with influence who will push this deal internally? | No internal ally identified. | A friendly contact, influence untested. | Rep tested the contact's influence and motive. | Champion committed to a dated internal action, confirmed on the call. |
| Competition | 10 | Did the rep learn which alternatives the customer is weighing, including doing nothing? | Alternatives not raised. | A competitor or the status quo mentioned, not explored. | Rep explored alternatives and how they compare. | Competitive field and our position confirmed with the customer. |
What to listen for, criterion by criterion
15/100
Metrics
Listen for
- Time, cost or revenue figures tied to the problem
- A baseline and a target
- How the customer will measure success
What good sounds like What does a late shipment cost you today, roughly, and where would that number need to be next year?
15/100
Economic buyer
Listen for
- The budget owner by name or role
- What that person cares about
- A meeting or introduction planned
What good sounds like Who will sign off on the investment, and what would they want to see before they do?
10/100
Decision criteria
Listen for
- Functional, technical and commercial requirements
- Which requirements are deal-breakers
- Whether the criteria are written down
What good sounds like Is there a requirements list for this evaluation, and which items on it are deal-breakers?
10/100
Decision process
Listen for
- Evaluation steps such as a pilot or shortlist
- Who is involved at each step
- The date the decision is due
What good sounds like After the demo, what are the steps to a decision, and who is in the room for each of them?
10/100
Paper process
Listen for
- Procurement, legal and security review steps
- Vendor onboarding, purchase order or framework agreement
- How long the paperwork took on a recent purchase
What good sounds like Once you say yes, what does procurement need from us, and how long did legal take on the last contract like this?
15/100
Identify pain
Listen for
- A concrete example of the problem
- Who suffers from it and how
- What happens if nothing changes
What good sounds like Can you give me the most recent example of that going wrong, and who had to clean it up?
15/100
Champion
Listen for
- A contact with a personal reason to want this
- Willingness to share internal information or politics
- Access to the economic buyer
What good sounds like What would it take for you to put this on the agenda with your CFO, and can we prepare that together?
10/100
Competition
Listen for
- Other vendors in the evaluation
- An internal build or the current tool
- What the customer likes about the alternatives
What good sounds like Who else are you looking at, and what would make you stay with what you have today?
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 MEDDPICC
Call with Maes Industrial Supplies
40:00
78/100Call score
- Metrics3 / 302:39
- Economic buyer1 / 307:28
- Decision criteria3 / 312:17
- Decision process2 / 317:07
- Paper process3 / 321:56
- Identify pain2 / 326:45
- Champion3 / 331:34
- Competition2 / 336:23
Metrics is well evidenced. Economic buyer only came up in passing: ask about it before the next call.
About this template
MEDDPICC extends MEDDIC, the qualification method that came out of PTC in the 1990s, with two letters: Paper process and Competition. The extra P covers what happens between a verbal yes and a signed contract: procurement, legal, security review and purchase orders. The extra C makes the rep name the alternatives, including the option to do nothing.
Use this scorecard on enterprise deals where a formal buying process and competing vendors decide the outcome. For smaller deals with a short cycle, the six MEDDIC criteria are usually enough. The MEDDPICC glossary entry has the short definition.
How does Drummer score a call against MEDDPICC?
Drummer scores every recorded call on all eight criteria, from 0 to 3, with its reasoning and a timestamp that jumps to the moment in the call. A manager can open a comment thread on that moment, for example where the rep accepted “we have no competitor” without a follow-up question. It works on Dutch, French and German calls as well as English ones. See coaching for the full picture.
Not every call touches every criterion. A first call rarely gets to paper process, so look at the scores across the calls in a deal: the gaps that stay open in the third call are the ones to coach.
Questions about this template
What is a MEDDPICC scorecard?
A MEDDPICC scorecard scores a sales call on eight criteria: metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion and competition. Each criterion gets a score from 0 to 3 and a weight. Managers use it to see which enterprise deals are truly qualified and which questions the rep still has to ask.
How do you weight MEDDPICC criteria?
This template gives 15 points each to metrics, economic buyer, identify pain and champion, the four elements without which a deal rarely moves. Decision criteria, decision process, paper process and competition get 10 each, for a total of 100. Teams change the weights: if deals often die in procurement, raise paper process.
Can Drummer score our calls against our own version?
Yes. Upload your own criteria and weights, or start from this template and edit it. Drummer scores every recorded call against your version, with its reasoning and a timestamp per criterion. Managers click the timestamp to hear the moment and leave a comment, so coaching happens on the evidence rather than on memory.
More scorecard templates
Scorecard templatesMEDDIC
Discovery and qualification calls in complex B2B deals with several stakeholders, a budget approval and a cycle of weeks or months.
BANT
First calls and inbound qualification, where a rep or SDR decides quickly whether a lead is worth a full discovery.
SPIN
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 MEDDPICC, with the moment that proves each criterion.