Last reviewed: November 2026
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Printed from checkflow.io/templates/sales/meddicc-deal-qualification-checklist
This free MEDDICC checklist is for account executives and sales managers qualifying one opportunity before a forecast call. One run covers one deal, counted back from the date of the call. The account executive records the evidence for each letter: the pain in the buyer’s words and what it costs, the metrics and the value case, the economic buyer, the champion, the decision criteria and the decision process, and, for teams that use MEDDICC or MEDDPICC, the competition and the paper process. Each letter gets a score on one scale with what would raise it, and every gap becomes a next action with an owner and a date. The sales manager reviews the evidence and decides: Commit puts the deal in the commit forecast, and Not yet keeps it out of commit with a task saying what to close first.
Deal qualification, in this template, means checking one open opportunity against every letter of the framework your team uses, owned by the account executive and reviewed by the sales manager before a forecast call. One run covers one deal: the evidence and a score per letter, the gaps turned into next actions, the deal review and a commit or not-yet decision. It ends with the deal in the commit forecast, or kept out of it with what must be closed first.
A manager’s regular deal reviews inside a rep’s one-to-ones are part of the Sales Coaching Checklist, and once the buyer agrees the steps to a decision, the Mutual Action Plan turns them into a dated plan you share with the buyer.
Covers: evidence and a score for each letter, the gaps turned into next actions, the sales manager’s deal review and the commit or not-yet decision.
Planned around: the forecast call’s date.
Ends with: the deal in commit, or kept out of commit with what to close.
Covers: the first call with a new prospect, from research and the agenda to the notes and a qualify or disqualify decision.
Runs: once, before the deal is an opportunity. Discovery Call Checklist.
Covers: the stages every opportunity moves through, with entry and exit criteria, weekly pipeline hygiene and health metrics.
Runs: across the whole pipeline. Sales Pipeline Stages Checklist.
Nine phases take one opportunity from set-up to the forecast call. The first task records the forecast call’s date, which sets every due date, the version of the framework your team uses and the people. The paper process and competition tasks appear for the versions that use them, and extra tasks appear when the economic buyer has not been met or the champion does not pass the test. The sales manager’s decision is the gate: Commit shows the forecast tasks, and Not yet keeps the deal out of commit with a task saying what to close.
Owned by the account executive, about three weeks before the forecast call. Enter the forecast call’s date on the first task: every due date counts back from it in working days. Choose the version of the framework your team uses, and agree the scoring scale with your sales manager before you gather any evidence, so the score means the same on every deal.
Start with why the buyer would act at all. Write the pain in the buyer’s own words, check it with a second person, and find out what it costs them. Then agree the measures that would show the problem is solved, with a baseline the buyer recognises.
Find the person who can say yes and release the money, and the person inside the buyer who is selling for you when you are not in the room. A name is not evidence: record whether you have met the economic buyer and what your champion has done for the deal.
Write down how the buyer will judge the options and the steps they will take to decide, with names and dates. Check both with your champion. A decision process with no dates, or criteria you have not seen in writing, is a gap to close, not a score of 3.
Applies only when your team uses MEDDICC, MEDDPIC or MEDDPICC. The competition tasks show for MEDDICC and MEDDPICC; the paper process tasks show for MEDDPIC and MEDDPICC. The paper process is everything between the buyer’s decision and a signed contract; competition is every other option the buyer has, doing nothing included.
Bring the letters together. Every score below 3 is a gap: give each one a next action with an owner and a date, check the close date and the amount against what you now know, and send your sales manager a short summary before the deal review.
Owned by the sales manager, two working days before the forecast call. Read the evidence, test it with the account executive, and decide. The decision is the gate: nothing after it can be completed until the sales manager completes it. Commit shows the forecast tasks in Phase 8; Not yet shows Phase 9 instead and keeps the deal out of commit.
Applies only when the sales manager decided Commit. Set the forecast category, confirm the last steps with your champion and take the deal into the forecast call. If anything slips after the call, tell your sales manager the same day.
Applies only when the sales manager decided Not yet. Keep the deal out of commit, work through the gaps the sales manager named, and take the deal into the forecast call as not yet, with what is missing and when you expect to close it.
MEDDIC, MEDDICC and MEDDPICC are names for one family of sales qualification frameworks. MEDDIC has six letters, MEDDICC adds Competition, and MEDDPICC adds Paper Process as well. Some teams use MEDDPIC, which adds Paper Process without Competition. Sources differ on the I: some write Identify Pain in every version, and others write MEDDPICC’s I as Implicate the Pain, which asks you to show the buyer what the problem is costing them. The table follows the order of the acronym; the checklist takes the letters in a working order, starting with the pain and the metrics.
| Letter | What it asks | Evidence this checklist records | In |
|---|---|---|---|
| Metrics | The measurable results the buyer wants, and what they are worth | Today’s figures, the targets and the value case in the buyer’s own numbers | MEDDIC, MEDDICC, MEDDPICC |
| Economic Buyer | Who gives the final yes on this purchase, often by releasing the money | Their name, how you know they give the final yes, and whether you have met them | MEDDIC, MEDDICC, MEDDPICC |
| Decision Criteria | How the buyer will judge the options | Each criterion, who set it, whether you have seen it in writing, and where you stand | MEDDIC, MEDDICC, MEDDPICC |
| Decision Process | The steps the buyer will take to decide | Each step with its people and date, and the date the buyer is working to | MEDDIC, MEDDICC, MEDDPICC |
| Paper Process | The steps from the decision to a signed contract | Procurement, legal, security review, purchase order and signature, with how long each takes | MEDDPIC, MEDDPICC |
| Identify Pain (Implicate the Pain in some MEDDPICC sources) | The business problem that makes the buyer act | The pain in the buyer’s words, checked with a second person, and what it costs | MEDDIC, MEDDICC, MEDDPICC |
| Champion | The person inside the buyer who sells for you when you are not there | Their influence, what they gain and what they have already done for the deal | MEDDIC, MEDDICC, MEDDPICC |
| Competition | Every other option the buyer has | Other suppliers, building it themselves, other projects for the same budget, and doing nothing | MEDDICC, MEDDPICC |
The sources read for this page set no common scale. This template scores every letter from 0 to 3 on the strength of the evidence, so a 2 means the same on every deal. Change the labels to your team’s own if you score differently.
| Score | What it means | Example for the economic buyer |
|---|---|---|
| 0 | No evidence yet | You do not know who signs off |
| 1 | One contact told you, not yet confirmed | Your champion says the finance director signs off |
| 2 | Confirmed by more than one contact or in writing | The procurement lead says the same, or the buyer’s approval policy shows it |
| 3 | Confirmed by the economic buyer or in the buyer’s own document | You have met the finance director, who agreed the value case |
The letter names are as the frameworks’ training sites gave them on 10 November 2026; they differ on the I. CheckFlow is not connected with, or endorsed by, any company that teaches these frameworks or claims rights in their names.
The decision is assigned to the sales manager alone, and the checklist halts there: nothing after it can be completed until the manager decides. Commit shows the tasks to set the forecast category and present the deal; Not yet shows the tasks to keep it out of commit and close the gaps. See how approvals that halt a checklist work.
Choose MEDDIC, MEDDICC, MEDDPIC or MEDDPICC on the first task and the checklist shows the competition and paper process tasks only for the versions that use them. Extra tasks appear when you have not met the economic buyer or your champion does not pass the test, so a weak letter gets work, not just a low score.
Every due date counts back from the forecast call, so the evidence, the summary and the review land before the call rather than on the morning of it. The Reports Grid lists every qualification run with its progress, so a manager can see which deals are ready for review.
CheckFlow does not replace your CRM: the opportunity, its amount, close date and forecast category live there. CheckFlow makes sure every deal is qualified the same way before it is committed, with a due date for each step, the sales manager’s decision and a record of who did what and when. See how a checklist runs.
Run the first call with the Discovery Call Checklist, define the stages every opportunity moves through with the Sales Pipeline Stages Checklist and agree the steps to signature with the buyer in the Mutual Action Plan. For a key account’s wider plan, use the Account Planning Checklist.
Describe the process in a sentence and the AI checklist generator drafts the phases and tasks for you.
Evidence for each letter: the pain in the buyer’s words and what it costs, the measures and value case, the economic buyer and whether you have met them, a champion who has acted for the deal, the decision criteria and the steps to a decision, and for MEDDICC and MEDDPICC the competition and the paper process. Then a score per letter, a next action for every gap, a deal review with your sales manager and a commit or not-yet decision.
They are versions of one qualification framework. MEDDIC has six letters: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. MEDDICC adds a second C for Competition. MEDDPIC adds Paper Process, the steps from the buyer’s decision to a signed contract, and MEDDPICC adds both. Choose your team’s version on the first task and this checklist shows only the tasks it uses.
Sources differ. Some write Identify Pain for every version, and others write MEDDPICC’s I as Implicate the Pain, which asks you to go further than naming the problem and show the buyer what it is costing them. This checklist covers both: one task records the pain in the buyer’s words and checks it with a second person, and the next records what it costs and what happens if nothing changes.
Score the evidence for each letter, not how good the deal feels. This template uses a 0 to 3 scale: 0 for no evidence, 1 when one contact has told you, 2 when it is confirmed by more than one contact or in writing, and 3 when the economic buyer or the buyer’s own document confirms it. Each score records what would raise it, and every score below 3 becomes a next action with an owner and a date.
Look at what they have done, not what they have said. In this template a champion has influence with the people who decide and has already acted for the deal when you were not there: shared inside information, got you a meeting or argued your case. If your contact has not done anything yet, a task asks you to request one specific action from them or to find someone else with a reason to push for the deal.
It is everything between the buyer’s decision and a signed contract: procurement, legal review, security or data protection review, a purchase order and the signature. Each step has its own people and lead time at each buyer. This checklist maps the steps with who handles each one and how long it takes, then checks that they can finish before the close date in your CRM.
When the evidence meets the commit bar your team agreed, not when the close date arrives. In this checklist the account executive recommends commit or not yet, and the sales manager decides after a deal review two working days before the forecast call. The bar, such as a minimum score or letters that must score 3, is agreed with the sales manager at the start so every deal is judged the same way.
A Not yet decision keeps it out of commit. The account executive sets the forecast category your team uses for uncommitted deals, works through a task listing each gap with its action, owner and date, and books the next review. If every gap closes before the same forecast call, the sales manager changes the decision to Commit and completes it again, and the commit tasks show.
No. The opportunity, its amount, close date and forecast category stay in your CRM, and one task asks the account executive to update it with the evidence, scores and next steps. The checklist adds what a CRM field rarely holds: who confirmed each letter, the next action for every gap, a due date for each step and the sales manager’s recorded decision before the forecast call.
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