What's in the MEDDPICC template
The downloadable template covers each of the eight dimensions with: the definition, the diagnostic question, the evidence required to mark the dimension complete, and the score (1-5) for current state.
Format: editable Excel and Google Sheets. Plus a one-page PDF for reference.
The eight MEDDPICC fields
Metrics. The quantified business impact the buyer expects. Example: 'reduce QBR prep time by 80 hours per AE annually.'
Economic Buyer. The specific person with budget authority. Named, not titled.
Decision Criteria. The explicit evaluation criteria the buyer will use. Often in an RFP or scorecard.
Decision Process. The actual workflow from evaluation to signature. Steps, owners, timeline.
Paper Process. The procurement and legal path. Often the longest part of the cycle and the most underestimated.
Identify Pain. The specific business pain driving the buyer to act now.
Champion. The internal advocate who sells on the seller's behalf when the seller isn't in the room.
Competition. Who else is being evaluated, how the seller is positioned against them, and the buyer's lean.
How to use the template
For each active opportunity, fill in every dimension. If a dimension is blank, that's a gap that needs to close before the deal advances.
Score each dimension 1-5. Below 3 means significant risk on that dimension.
Total MEDDPICC score becomes a forecasting signal. Deals scored 32+ (out of 40) close at significantly higher rates than deals below 25.
Review MEDDPICC scores in weekly pipeline reviews. The conversation shifts from 'is this deal real' to 'where are the gaps and how do we close them.'
Salesforce-native MEDDPICC
Add eight custom fields on the Opportunity object, one per MEDDPICC dimension. Type: long text or picklist.
Add a calculated MEDDPICC_Score field that sums or averages the scores.
Page layout: surface MEDDPICC fields prominently on the Opportunity record so reps can't ignore them.
Workflow rules: deals can't move to next stage without each dimension at minimum threshold.
Inside CRUSH, MEDDPICC fields tie directly into account planning. The Economic Buyer becomes a named contact on the relationship map. The Decision Process becomes a workflow visible at the account level.
MEDDPICC discovery question library
Metrics: 'If this works, what does success look like in 12 months?' 'Can you put a dollar number on that outcome?'
Economic Buyer: 'Who has the budget authority to approve this?' 'Have you discussed this with them yet?'
Decision Criteria: 'What criteria will you use to evaluate?' 'Is there a formal scorecard?'
Decision Process: 'Walk me through what happens after you decide to move forward.'
Paper Process: 'Who's involved in procurement?' 'What's typical contract turnaround?'
Identify Pain: 'What's the cost of not solving this?' 'How long has this been a problem?'
Champion: 'Who else in your org cares about this outcome as much as you do?'
Competition: 'Who else are you evaluating?' 'Where are they ahead or behind us?'
Frequently asked questions
Where can I download a free MEDDPICC template?
This page includes a downloadable template in Excel and Google Sheets, plus a one-page PDF reference.
How do I use MEDDPICC inside Salesforce?
Add eight custom fields on the Opportunity object, one per dimension, plus a calculated total score field. Gate stage transitions on minimum scores.
What's a good MEDDPICC score for a real deal?
32+ out of 40 typically indicates a high-probability close. Below 25 indicates significant qualification gaps.
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