MEDDPICC Scorecards

Hi, @Derek Eid!! Great question here! Check out this Gong Academy resource around creating Scorecards/Trackers that align with MEDDPICC - click here. You can also access this quick video around building Smart Trackers in Gong.

I had one of my leaders request a scorecard for MEDDPICC and I honestly don’t think a scorecard is the right approach because to me a scorecard is something you use on a single call and MEDDPICC typically is not going to be fully vetted in one call. That said, I know that Gong is coming out with methodology playbooks that could be leveraged in deal boards which should help solve the problem.

Love this so much, @Nina LaRouche!!! @Derek Eid click here for a resource around our new AI-Powered Playbook! 

I also agree with Nina. I don’t think scorecards would be the best approach. We actually use an Initiative board to focus on MEDDPICC. It gives a good visual of how often the team is actually using it in calls plus a nice graph and you just need trackers for each part, preferably smart trackers, so it’s pretty easy to set up. Your team also doesn’t need to add any additional notes like you would with the Playbook.

I came here to say you should check out the MEDDICC (just add a P) playbook, most of the trackers you need will be created by the playbook when you publish it and when you pair it with a deal board your managers can review each area during a one on one with a rep.
Further, arm them with a prompt for ask anything, which they can consult when reviewing the call, 

Prompt example:

Assuming the salesperson uses MEDDPICC as a framework- analyze this call in bullet format. If criteria is not met, intentionally say "not identified.”