What is a MEDDIC template?

A MEDDIC template is a one-page worksheet that turns the six MEDDIC elements into questions you answer for each deal. The one in this guide uses three yes/no checks per letter, asks for evidence on every yes, and adds a score out of 18 for deal reviews.

How do you score a MEDDIC checklist?

Count the yes answers for each letter. Three is green, two is amber, and zero or one is red. Add them up for a total out of 18, then apply the gate rule, which says Economic buyer and Champion must both be green before a deal goes into commit.

What counts as evidence in MEDDIC?

Something the buyer said, wrote or did, with a name and a date. A buyer's own report, a criteria list they emailed, or a meeting your champion booked all count. Your ROI model, a job title on LinkedIn, or a friendly contact who replies quickly do not.

Is there a MEDDPICC version of this template?

Yes. Add a Paper process block (supplier setup, legal review, purchase order) and a Competition block (rival vendors and doing nothing), with three checks each, and score out of 24. The scoring and gate rules stay the same.

How often should you update a MEDDIC template?

Before every deal review, usually weekly for deals closing this quarter. Scores should fall as well as rise, so let a yes that is more than 60 days old with no fresh contact drop back to a no until someone checks it again.

MEDDIC Template: Checklist for Deal Reviews

Priya runs a field team of eight. Every Thursday she opens the CRM and finds the same picture: every big deal has all six MEDDIC fields filled in. Champion: "Dana, very engaged." Economic buyer: "CFO." Decision process: "Q4." (Priya and her team are a composite, not real people.)

Nothing in those fields is false, and nothing in them is useful. "CFO" doesn't say whether anyone has met the CFO. "Very engaged" says Dana replies to emails.

A MEDDIC template fixes that only if each box asks a question with a yes or no answer and a yes needs proof. This one does. It's a one-page checklist with three yes/no checks per letter, a rule for what counts as evidence, a red-amber-green score and a rubric for the deal review, plus one deal filled in from start to finish.

It assumes you know the six letters. If you don't, start with our MEDDPICC guide, which walks every letter through a real deal. For when each letter should be filled stage by stage, see the MEDDIC sales process.

Most of the evidence for this sheet comes out in conversation, not in email. Try ParrotNotes free and dictate a two-minute debrief after each visit, so the checklist is filled from what the buyer said, not from memory.

How the MEDDIC template works

MEDDIC came out of the software company PTC. The training firm MEDDICC's history of the framework says it "was created in 1996 inside PTC by Dick Dunkel, working under SVP John McMahon alongside teammate Jack Napoli." The six elements are Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion.

The template turns each element into three yes/no checks. Four rules keep it honest:

A yes needs a name and a date. "Dana, site visit, Sept 18" makes a yes. "I think so" makes a no.
The buyer has to be the source. Your ROI model, your demo notes and your hunches don't count. What the buyer said, wrote or did does.
Count the yeses per letter. Three is green, two is amber, zero or one is red.
Re-score every review. Scores go down as well as up. A champion who goes quiet for a month loses a yes.

The three checks per letter run from weakest to strongest proof: the buyer told you, the buyer gave you something you can check, the buyer acted on it. If you use the heard, confirmed and proven levels from our MEDDIC sales process guide, the checks line up with them.

The MEDDIC checklist template (copy it)

One page per deal. The rep fills it in before the review; the manager reads the "no" lines first.

MEDDIC CHECKLIST
Deal:                    Rep:                  Review date:
Value:                   Stage in CRM:         Close date (whose?):

Mark Y or N. Every Y needs evidence: who, what, when.

M  METRICS                                                    Y/N  Evidence
M1 The buyer gave a baseline number for the problem             __   ________
M2 The buyer named the result they expect (target or change)    __   ________
M3 The number comes from the buyer's own data or in writing     __   ________
                                                     Score M:  __/3  R / A / G

E  ECONOMIC BUYER
E1 We know who signs at this deal size, and who told us         __   ________
E2 Someone on our side has met them                             __   ________
E3 They discussed budget, priority or the metric with us        __   ________
                                                     Score E:  __/3  R / A / G

D  DECISION CRITERIA
D1 We have the buyer's criteria list, in their words            __   ________
D2 We know which criteria matter most                           __   ________
D3 The buyer has compared us against those criteria             __   ________
                                                     Score D:  __/3  R / A / G

D  DECISION PROCESS
P1 Every step from today to a decision is named                 __   ________
P2 Each step has an owner and a date                            __   ________
P3 The buyer has hit at least one of those dates                __   ________
                                                     Score P:  __/3  R / A / G

I  IDENTIFY PAIN
I1 The pain is written in the buyer's own words                 __   ________
I2 The cost of leaving it alone is quantified                   __   ________
I3 A senior person (ideally the economic buyer) calls it a priority  __  ____
                                                     Score I:  __/3  R / A / G

C  CHAMPION
C1 A contact with influence wants this to happen                __   ________
C2 They told us something we couldn't get elsewhere             __   ________
C3 They acted for us (booked a meeting, shared a document)      __   ________
                                                     Score C:  __/3  R / A / G

TOTAL:  __/18        Gates: Economic buyer __   Champion __
DECISION: [ ] Advance  [ ] Hold  [ ] Move back to: ____  [ ] Close lost
NEXT BUYER ACTION + DATE:
REP ACTION + DATE:

Selling into companies with procurement and legal review? Add a Paper process block (supplier setup, legal review, purchase order) and a Competition block (who else, including doing nothing), three checks each, and score out of 24. Our comparison of MEDDIC vs MEDDPICC helps you decide whether you need them.

Evidence that counts and evidence that doesn't

The checklist only works if everyone agrees what earns a yes. This table settles the arguments before the review starts.

Letter	Counts as evidence	Doesn't count
Metrics	"Our pick-error report shows 40 mis-picks a week" (buyer's report, dated)	Your ROI calculator, an industry benchmark, a number the rep suggested and the buyer nodded at
Economic buyer	"Anything over $50,000 goes to Ray, our CFO" from the champion, then a meeting with Ray	A title on LinkedIn, or a contact saying "I can get this approved"
Decision criteria	A list the buyer wrote or emailed, or a scorecard from their RFQ	"They loved the demo"
Decision process	Steps, owners and dates the buyer confirmed when you read them back	"They want it by Q1" or "Should be quick"
Identify pain	A sentence from the buyer about the problem and what it costs them	The pain slide in your deck
Champion	They booked a meeting with the economic buyer or shared an internal document	They reply fast and are friendly

The pattern: evidence starts with the buyer. MEDDICC describes the champion as "a person who has power, influence, and credibility within the customer's organization" in its overview of the method. Friendly is not on that list. For the two letters that most often get a yes they haven't earned, see our guides to finding the economic buyer and testing a champion in sales.

The MEDDIC scoring rubric for deal reviews

The total out of 18 tells you how much you know. The gates tell you whether the deal can move.

Total	What it means	What to do
15–18, no red	Commit candidate	Confirm the decision date and the signature steps
11–14	A live deal with gaps	Work the weakest letter before the next review
6–10	Early, or at risk if it's past proposal	Past proposal? Move it back a stage
0–5	Still qualifying	Keep it out of the forecast

The gate rule. Economic buyer and Champion are the two gate letters. A deal can't go into proposal with either one red, and it can't go into commit unless both are green, whatever the total says. A deal scoring 14 with a red economic buyer is a discovery deal that happens to know a lot.

The total hides the letter that kills deals: plenty score well on pain and criteria, then die when someone nobody met cuts the budget.

Two more rules keep the score from drifting:

Decay. A yes older than 60 days with no fresh contact drops to a no, until someone checks it again.
No partial yeses. "Sort of" is a no with a note. The note becomes the rep's next action.

A filled-in MEDDIC template example

Owen is a territory rep for a maker of LED lighting retrofits. His prospect is a distribution company with six warehouses, and the deal is about $140,000. His contact is Dana, the facilities manager. The CRM has the deal in proposal. (Owen, Dana, the company and every number below are a composite, not a real account.)

Here's his checklist the morning of Priya's review:

M1 Y  Dana: lighting is about 30% of the power bill, visit Sept 18
M2 Y  Dana: wants lighting cost cut in half, Sept 18
M3 N  No bill or meter data shared yet
                                          Score M: 2/3  AMBER
E1 Y  Dana: CFO Ray signs anything over $50,000, Sept 25
E2 N  Nobody has met Ray
E3 N
                                          Score E: 1/3  RED
D1 Y  Dana's email: payback under 3 years, rebate paperwork handled,
      install on night shift only, Sept 30
D2 Y  Dana: payback comes first, Oct 2
D3 Y  Pilot aisle scored against the list with Dana, Oct 9
                                          Score D: 3/3  GREEN
P1 Y  Dana: ops review, then CFO sign-off, Sept 30
P2 N  No dates or owners for either step
P3 N
                                          Score P: 1/3  RED
I1 Y  Dana: "pickers can't read the labels in aisles 12 to 16," Sept 18
I2 Y  Dana's pick-error report: about 40 mis-picks a week, Oct 2
I3 N  Nobody above Dana has called it a priority
                                          Score I: 2/3  AMBER
C1 Y  Dana pushed for the pilot
C2 Y  Told us the $50,000 signing limit, Sept 25
C3 Y  Arranged the pilot aisle and the night-shift access, Oct 9
                                          Score C: 3/3  GREEN

TOTAL: 12/18    Gates: Economic buyer RED, Champion GREEN
DECISION: Move back to: validation
NEXT BUYER ACTION + DATE: Dana books 20 minutes with Ray by Oct 24
REP ACTION + DATE: one-page payback summary to Dana by Oct 20

Twelve sounds healthy. The gate says otherwise: Owen is in proposal with a red economic buyer, so the deal moves back to validation, and his forecast drops by $140,000 for now. That's not a punishment. It's the honest version of where the deal is.

The checklist also tells Owen what to do. Both reds come from the same missing meeting: twenty minutes with Ray can flip E2, E3, I3 and most of the decision process. Owen's question for Dana is simple: "Ray signs anything over $50,000. Would you bring me in for 20 minutes so he hears the pilot numbers from you?" If she says yes, that's one more piece of champion evidence too.

Using the checklist in a 10-minute deal review

The template does the heavy lifting before the meeting, so the review itself is short.

Rep fills the sheet before the review (5 minutes, not in the meeting). From their notes, with evidence on every yes.
Manager reads the "no" lines first (3 minutes). Not the total, not the story.
Check the gates (2 minutes). Red economic buyer or champion past discovery? The deal moves back.
Pick one letter (3 minutes). The weakest letter that blocks the next stage. One, not six.
Agree a buyer action with a date (2 minutes). A step on the buyer's side, plus the rep's action to get it.

That fits a 10-minute slot per deal. For bigger deals, our deal review template has a 30-minute agenda and 15 questions, and this checklist slots straight into its evidence column.

Once a quarter, check whether deals that entered commit at 15 or more still slipped; if they did, tighten the rubric. The free win rate calculator turns your won and lost counts into a rate you can track from quarter to quarter.

Filling the checklist from your meeting notes

Here's the weak spot of every MEDDIC template: the evidence column. For reps who sell in person, the baseline number comes out on a warehouse floor, the CFO's name in a corridor, the approval steps over coffee. By Thursday morning, the dates are guesses.

Salesforce reports that sales reps spend 60% of their time on non-selling tasks. Rebuilding six letters from memory before a review is some of the least useful of it.

The fix is a two-minute spoken debrief in the car, letter by letter: "Metrics: Dana says about 40 mis-picks a week, from her report. Economic buyer: Ray, CFO, signs over $50,000, Dana told me today. Decision process: ops review, then Ray, no dates yet."

ParrotNotes is built for that moment. Record the debrief on your phone and you get a transcript, an AI summary and your action items, plus a drafted follow-up email to the buyer. ParrotNotes also includes sales frameworks, MEDDIC among them: apply it to a recording and the insights are laid out against the six elements, so the letters you didn't cover stand out before you fill the sheet. On the free plan, frameworks run on your five AI-powered recordings each month; Pro runs them on every recording.

When Priya asks Owen where "40 mis-picks" came from, he doesn't guess. He opens the note from October 2.

Want your next debrief laid out by letter? Download ParrotNotes free. You get 100 minutes of recording a month and an AI summary on every recording.

Score your biggest deal today

A MEDDIC template is only as good as the questions in its boxes. This one keeps four rules:

Three yes/no checks per letter, 18 in all
A yes needs a name, a date and the buyer as the source
Green, amber or red from the count, with Economic buyer and Champion as gates
Re-score every review, and let old yeses expire

Back at Priya's Thursday review, the fully ticked CRM fields turn into a sheet with a few honest reds. Each red has a next action and a date, and that's what moves deals.

Copy the checklist, score your biggest open deal, and find its weakest letter before the next review. Then download ParrotNotes free and talk through your next customer visit letter by letter, before you pull out of the parking lot.

MEDDIC Template: A Checklist for Deal Reviews

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