MEDDICC is usually scored on the deal: a rubric filled in from what the seller knows, at milestones. Scoring each call as well, with one score from 0 to 2 for each letter, shows whether the seller asked the question on the call, which is where the deal score comes from.
This post covers the seven MEDDICC letters. If you use MEDDPICC, add Paper Process as an eighth row in the same way. The facts about other companies' templates and the official definitions were read on November 3, 2026.
How MEDDICC gets scored today
I read two public MEDDIC scorecards, and both score the deal.
- Retorio scores six MEDDIC elements from 0 to 3, for a total of 18. Its guide says to rescore at milestones, such as the first discovery meeting, the economic buyer meeting, the proposal and each forecast call. A 2 on Metrics means a specific internal number from the buyer with a named owner. A 3 means finance or operations confirmed it in writing or in a multi-stakeholder meeting (Retorio, dated August 28, 2026).
- Supered scores each letter by the source of the evidence. In its 0 to 2 version, 0 is unknown, 1 is asserted from your own inference or a single friendly source, and 2 is verified: the buyer told you directly or you have it in writing. Its free template adds a 3 for confirmed and logged in the CRM with a date (Supered, updated September 25, 2026).
Both are useful. They answer a deal question: how well is this opportunity qualified today, and how much do we know versus believe?
Why score the call too
A deal score is only as good as the information behind it, and that information comes from calls. If the fields are filled in on a Friday from memory, the score reflects what the seller remembers, plus whatever the buyer happened to say.
A call score answers a different question: on this conversation, did the seller ask? Did the buyer answer with something specific? That is something a manager can hear on a recording, and it is something the seller can change before the next call.
The two layers fit together. The call score says what happened on the call. The deal score says what is now known. A deal score should rise because calls produced evidence, and a letter that is stuck on a deal usually traces back to a question nobody asked on any call.
One letter, one thing you can hear
The official definitions come from meddicc.com. The column on the right is how I would write each one as a behavior on a recording, with what a 2 sounds like.
| Letter | What meddicc.com says it is | What a 2 sounds like on a call |
|---|---|---|
| Metrics | The quantifiable measures of value your solution can provide | The buyer says how they measure the problem today, with a number. |
| Economic buyer | The person with overall authority in the buying decision | The buyer names who signs and says whether that person knows about the project. |
| Decision criteria | The principles and requirements the organization decides on | The buyer lists what they will compare vendors on. |
| Decision process | The steps the buyer will take to decide whether to buy | The steps and dates between now and signature are said out loud, with names. |
| Identify pain | The pain your solution solves, identified, indicated and implicated | The buyer says what happens if nothing changes this quarter. |
| Champion | Someone with power, influence and credibility inside the account | A named person inside the account who wants this, and says why. |
| Competition | Anything that competes for the same resources as your solution | The buyer names what else they are looking at, including doing nothing. |
The official site spells the I as Implicate the Pain on its MEDDPICC pages and as Identify Pain on the original MEDDIC card, so you will see both. Either way, the behavior is the same: the buyer says what the problem costs.
Write each row so that two managers would agree on it. Phrases like "good discovery" or "qualified well" fail that test. "Asked what happens if the buyer does nothing this quarter" passes it.
For a full scorecard with weights and templates for other call types, see Sales call scoring: how to build a scorecard your team uses.
Score 0 to 2, not yes or no
For each letter, score the call like this:
- 0: it never came up.
- 1: the seller asked, and the answer was vague.
- 2: the buyer gave a number, a name or a date.
A yes or no lets almost everything pass, because a seller who touched the topic can claim a yes. Gong's documentation on scoring questions makes the same point about software: it warns that AI has a bias to answer yes, says to define what counts as a yes and what counts as a no, and says to keep a range question's scale small, with 0 to 2 as its example (Gong Help Center, updated September 13, 2026). The advice applies equally to a person scoring from a recording.
The scale also lines up with the deal layer. A 2 on a call is the kind of evidence that Supered's top level asks for, because the buyer said it directly.
Calibrate before you trust a score
Choose ten real calls of one type. Have two managers score each one separately, then compare. Every letter where they disagree is written too loosely. Rewrite it until they agree, and only then start scoring every call. The calibration routine in the call scoring guide has an agenda for the session.
Ten is a starting point I use, not a number from research. Use more if your calls vary a lot.
What the scores are for
A call score is for coaching. Three ways to use it:
- Coach one letter at a time. Find the letter where the person loses the most points across recent calls and work on that one. If the economic buyer is the one that comes up least, that is where to start.
- Find the person who already does it right. Scoring every call turns up the seller whose calls score a 2 on a letter the rest of the team misses. That recording, which already runs on your process and your buyers' objections, is better training material than a generic example.
- Feed the deal score. When a call produces a 2 on a letter, update the deal. When a letter is stuck at 0 across several calls, that is the question to practice before the next one.
FAQ
What does MEDDICC stand for?
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion and Competition. The official MEDDICC site (read November 3, 2026) describes the Economic Buyer as the person with overall authority in the buying decision, and spells the I as Implicate the Pain on its MEDDPICC pages.
What is the difference between MEDDIC and MEDDPICC?
MEDDIC was created in 1996 inside PTC by Dick Dunkel, working under SVP John McMahon alongside teammate Jack Napoli, according to meddicc.com (page dated October 15, 2026, read November 3, 2026). The method later gained a second C for Competition and a P for Paper Process, which gives MEDDPICC. Paper Process is the series of steps that follow the Decision Process, from decision to signature.
Sources
All read on November 3, 2026.
- MEDDICC, the methodology and process, no date shown, and who created MEDDIC, dated October 15, 2026.
- Retorio, MEDDIC scorecard template, dated August 28, 2026.
- Supered, MEDDPICC and free scorecard template, published June 6 and updated September 25, 2026.
- Gong Help Center, Gong AI for scoring, published and updated September 13, 2026.