MEDDICC Deal Qualification Scorecard
Four sheets that treat the scorecard as an instrument: what each score came from, when it expires, and whether five reps read it alike.
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Instrument Read, Q3 2026
68 open deals, 5 raters, 3 calibration deals
| Commit book, everything recorded | £892,000 |
| Commit book, current sourced evidence only | £156,000 |
| Median evidence age in commit | 73 days, against a 45-day clock |
| Elements that cannot carry a gate | 2 of 8, both required at full marks by the old gate |
1. Does the instrument read the same thing twice
| Element | Round 1 spread | Round 2 | Verdict |
|---|---|---|---|
| Economic Buyer | 3 of 3 | 1 | Fixed by one sentence |
| Champion | 3 of 3 | 1 | Fixed by one sentence |
| Paper Process | 2 | 1 | Tight |
2. Does every element separate anything
Identify Pain reads 3 on 61 of 68 open deals. Nobody enters a deal with no pain into a pipeline, so the element was being scored after the selection had already happened. It carried the same weight in the gate as the elements that vary.
3. The three commit deals that fall
| Account | Value | Recorded | Current |
|---|---|---|---|
| Pentworth Council | £310,000 | 20 | 11 |
| Erskine Water | £240,000 | 22 | 14 |
| Cadwell Utilities | £186,000 | 21 | 9 |
Pentworth's champion left in July and the cell still reads 3. Illustrative figures for one fictional field service software vendor.
The rubric is a solved problem. Search the phrase and page one hands you the same build eight times: eight elements, a nought to three scale, an evidence field that is mandatory above a 2, a gap, an owner. Then custom CRM fields with the property names spelled out, and a stage gate that blocks commit until every element clears 3. It is a good build. It is also finished, and it stops exactly where the interesting question starts.
That number goes into a forecast, and nobody has established that it reads the same thing twice. Put one anonymised deal and one evidence bundle in front of five reps and Economic Buyer comes back anywhere from 0 to 3. Measuring that has a standard method: different operators, the same objects, and repeatability and reproducibility reported separately. A manager auditing afterwards is not it, because the manager is one more rater with no calibration of their own.
Two more failures hide in the same total. An element reading 3 on nine deals in ten separates nothing, because displaying four levels is not resolving four levels. And a score is a statement about a date: what a problem costs a buyer barely moves in a quarter, and who signs stops being true the morning they resign. So every element gets its own clock, and the pipeline is read twice, once on everything recorded and once on what is still current. Where the scores come from is the discovery call's job.
What's in the pack
Element Definitions
Eight elements where every level names an observable that either appears in the record or does not, each carrying its own expiry clock and a worked example.
Scorecard
One row per element per deal, with the artifact the score came from, the person whose words are in it, the artifact's date, its age in days and its currency state.
Qualification Read by Deal
Two totals per deal, one on everything recorded and one on current sourced evidence, with the fall between them and a gate verdict written as a sentence.
Rater Calibration
The same anonymised deals scored by everybody at once, with the spread per element and one line saying which word in the rubric is carrying two meanings.
Element Discrimination
The distribution of every element across the open pipeline, separating an element that cannot discriminate from an element nobody fills in.
Calibration Standard
How to run the ninety-minute round: which deals, which bundle, silent scoring first, and what to do with an element that returns the full range.
Coaching Guidance
What a low score means element by element, and why expired, unsourced and genuinely low are three different conversations with three different fixes.
Instrument Read
The quarterly page for whoever defends the forecast: whether the scorecard reads the same thing twice, what it separates, and how old the evidence under it is.
How to use it
- 1
Open in River, or take it blank
Open the pack in River and hand it your pipeline, or download the Word documents and CSV sheets and fill them in yourself.
- 2
Send the record, not the CRM
Transcripts, notes, emails and whatever the buyer sent, plus three or four closed deals. Scores get rebuilt from artifacts rather than from the existing cells.
- 3
Age it, then read it twice
Every score gets a source, a date and a clock. The commit book comes back as two numbers, and the gap between them is the forecast conversation.
- 4
Run one calibration round
Ninety minutes, five people, three anonymised deals. The elements that return the full range come out of the gate until the rubric names an observable.
Frequently asked questions
Is this template free?
Yes. Four Word documents and four CSV sheets, downloaded as a zip, no signup. River is the optional half: it rebuilds the scorecard from your record, ages it, and runs the discrimination analysis. Neighbouring packs sit in the template library, and one-shot jobs in the tool index.
We use MEDDIC, or BANT, or SPICED. Does this assume MEDDICC?
It ships with eight MEDDICC elements and nothing depends on there being eight. Calibration, discrimination and evidence ageing are properties of any scored instrument, so drop an element or add one and the sheets work unchanged. What the pack will not hand you is somebody else's point thresholds.
How is this different from the discovery call pack?
That one owns the call: which questions to ask, how to score what you heard, and which questions your won deals had in common. This one owns the standing score on every open deal and whether it can be trusted. Run the discovery pack first if your problem is the conversation.
Why not just have managers audit the scores?
Because a manager is one more rater with no calibration of their own, and when the two of you disagree the senior number wins. That teaches the team to predict the manager. Reproducibility is measured across different operators scoring the same objects, which means a round, not an audit.
How many deals do we need before the discrimination read means anything?
Around forty open deals is where a distribution starts having a shape you can read. Below that the sheet still fills, and it reports the count beside every percentage so nobody quotes a modal share computed on eleven deals in a pipeline review and never retracts it.
What happens to deals that fail the gate on current evidence?
They go back a stage, which is unpopular, so the read names the specific missing evidence per deal rather than telling anybody to re-qualify. A deal with one named missing conversation returns in a week. A deal told to re-qualify returns with the same scores and a fresh date. Once it does return, the mutual action plan is where the remaining dates live.
Can we score reps on their average?
The guidance says not to, and the reason is in the data. A rep working public sector deals with published timetables outscores a rep working inbound web forms, and neither fact is about the rep. Whatever gets targeted gets entered, and the entries are the only thing here with any value.
Read your commit number twice
Take the Word documents and CSV sheets blank, or open this exact pack in River and let it age your pipeline against the record first.
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