MEDDPICC training and application

MEDDPICC competence training

We build a customised MEDDPICC programme around your buyers, your sales team and your real opportunities. Leaders learn to coach application. Sellers learn to connect MEDDPICC to deal strategy and identify the next best action. Two tailored rubrics make deal evidence and competence visible, with three months of post-training support to review application.

Discuss your MEDDPICC programme See Design, Enable and Run
01 · Fit

When the team knows MEDDPICC but applies it differently

You may be introducing MEDDPICC for the first time, or already have the fields, terminology and training materials. The practical questions remain: what counts as good evidence, what does it mean for this deal, what should the seller do next, and how should the manager coach it?

This programme is for revenue leaders with a sales team, live opportunities and managers who will own application after training. We build on the work already done by your RevOps and enablement teams.

Focus
Identify the evidence and gaps that matter to the deal strategy.
Speed
Clarify buyer decisions, dependencies and the next action.
Accountability
Give sellers and managers an agreed standard for application and review.
02 · Programme

Design, Enable and Run

  1. DesignStep 1

    Build the programme around your buyers.

    Understand how and why your buyers buy. Connect that understanding to strategic and tactical MEDDPICC execution. Build on existing RevOps work to agree the measures, customise the course and tailor the deal scoring and competence rubrics.

  2. EnableStep 2

    Prepare leaders, then train the team.

    Train and certify sales leaders to inspect evidence, coach application and co-run workshops. Establish self-assessments and manager assessments for sales leaders and sellers against the agreed competence rubric. Train the sales team using real opportunities, deal strategy and next best actions.

  3. RunStep 3

    Review application after training.

    Remain connected for three months through monthly individual check-ins with sales leaders. Use the competence rubric as a MEDDPICC growth plan and review improvement alongside the agreed commercial measures. Managers continue coaching in their regular 1:1s and deal reviews.

Preparation and training are scheduled with your team. The three-month application period starts after seller training.

03 · Materials

A customised course and materials your team can keep using

Built with your team from real work. The programme brings the course, deal practice, manager guidance and reusable onboarding materials together around the same MEDDPICC standards.

We agree what collateral goes where in Notion or your chosen knowledge base. Your RevOps or enablement team owns structuring and embedding it in your existing tools, unless that work is separately included in scope.

  • Customised MEDDPICC course and materials, using your language, buying situations and deal examples.
  • Buyer value maps that connect how and why buyers buy to your value proposition and deal strategy.
  • MEDDPICC deal scoring rubric that defines what good evidence looks like for each element.
  • MEDDPICC competence rubric for self-assessment, manager assessment and individual growth plans.
  • Manager 1:1 toolkit for deal-review questions, evidence-based assessment and coaching application.
  • Pre-read and workshop materials, with reusable collateral for ongoing training and onboarding.
04 · Two rubrics

Assess the deal and develop the person

Assesses the opportunity

MEDDPICC deal scoring rubric

What evidence do we have for this opportunity? How reliable is it? What is missing, and what does that mean for the deal strategy? This rubric gives sellers and managers a shared basis for assessing the deal.

Assesses the person

MEDDPICC competence rubric

Can the seller apply MEDDPICC in practice? Can they ask useful questions, distinguish evidence from opinion and connect what they learn to the next action? This rubric makes development needs explicit and gives managers a basis for coaching.

The two rubrics are connected, but they answer different questions. A well-filled deal record does not, on its own, demonstrate seller competence. The competence rubric becomes an individual MEDDPICC growth plan.

From a seller statement to a better deal conversation

Illustrative example — not client data
Seller statement
“They want to sign this month.”
Deal evidence
The available notes do not contain buyer-confirmed decision steps or owners. The deal rubric identifies the unverified decision-process evidence.
Observed competence
The competence rubric asks whether the seller can uncover and test that process.
Manager coaching
The manager coaches the questions to ask.
Next action
Confirm the remaining steps, owners and dependencies with the buyer, then review the evidence obtained.

This is the connection between qualification, behaviour and deal strategy that the programme teaches and reinforces.

05 · Curriculum

What leaders and sellers learn

Leaders and sellers work from the same MEDDPICC standards. Leadership training also covers deal review, coaching and co-running the practical workshops. SKO means sales kick-off; the delivery plan can be built around your SKO or another agreed training schedule.

Leaders · first

Face to face leadership training covering:

  1. 01Playback of benchmarking results – identifying gaps
  2. 02Why MEDDPICC?
  3. 03The MEDDPICC methodology
  4. 04What “good” looks like for every MEDDPICC element
  5. 05How MEDDPICC connects to deal strategy
  6. 06The questions to ask in a deal review
  7. 07How to distinguish evidence from seller opinion
  8. 08How to identify the next best action
  9. 09How to coach rather than interrogate
  10. 10How to co-run the workshops at SKO
Seller preparation

Pre-read sent out to all sellers – MEDDPICC primer and criteria for live deal to bring to training

Sellers · then

Face to face seller training covering:

  1. 01Playback of benchmarking results – identifying gaps
  2. 02The MEDDPICC methodology
  3. 03What “good” looks like for every MEDDPICC element
  4. 04How MEDDPICC connects to deal strategy
  5. 05How to identify the next best action
  6. 06Breakouts utilising real active or past deals working through MEDDPICC, deal strategy and next best actions

We agree the cohort sizes, session format, schedule and live-deal preparation before delivery. Self-assessment and manager assessment for sales leaders and sellers establish the baseline for subsequent coaching.

Discuss your MEDDPICC programme
06 · Run and measurement

Three months of support to review application

Remain connected for three months post-training through monthly individual check-ins with sales leaders to review competence application. The rubric becomes a MEDDPICC growth plan.

Managers use the agreed standard in 1:1s and deal reviews. The check-ins examine how it is being applied, where coaching is needed and what the team should practise next.

  1. DesignDesign and preparation
  2. EnableLeadership training and certification
  3. EnableSeller pre-read and training
  4. Run · starts after seller trainingThree months of monthly individual check-ins with sales leaders
The person

Competence rubric improvement

Review development against the agreed MEDDPICC behaviours, using self-assessment, manager assessment and observed application.

The number

Commercial measures

Track stage conversion, deal value, time in stage, win rate and agreed lead-to-cash measures alongside competence improvement.

We agree the baseline, definitions, data sources and review points with RevOps. We look for movement in application and commercial performance without treating every change in revenue as the result of training.

MEDDPICC Next Best Actions Data Layer

Make your MEDDPICC standards usable in your tools

The core programme teaches people how to identify the next best action. A separate extension can structure those standards into a MEDDPICC next-best-action data layer for your knowledge base, approved AI coach or CRM workflow.

It connects the evidence in a deal to the agreed standard, identifies gaps and supports a reasoned recommendation about what to do next. Recommendations should show their source evidence, explain the gap and state what the proposed action is intended to establish.

We scope the structured content, evaluation and any tool implementation separately. AI recommendations require human review. Tool access, integration, data handling and ongoing ownership are agreed before implementation.

From evidence to action
  1. EvidenceSupported evidence, with source and date. Missing, contradictory and inferred information kept separate.
  2. GapAssessed against your rubric and the current buying situation — which gap matters, and why.
  3. RecommendationA next action and coaching question, with the rationale and the buyer evidence it should produce.
  4. ReviewThe seller or manager accepts, corrects or rejects it. Nothing goes to the buyer or CRM without agreed approval.

You can buy the training and application programme without buying an AI or systems project.

07 · Working together

Built with your leaders and RevOps team

We provide

The customised course and agreed materials, the two rubrics, leadership and seller training, the manager toolkit and three months of monthly individual sales-leader check-ins.

You provide

A programme sponsor, leadership participation, appropriate deal examples, existing RevOps work and access to the agreed measures. Your managers own regular coaching. Your RevOps or enablement team owns content placement and tool configuration unless separately scoped.

We agree scope, dates, cohorts, responsibilities and commercial terms before work starts.

08 · Questions

Frequently asked questions

MEDDPICC covers Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion and Competition. The programme focuses on applying these elements to the buyer’s situation and the deal strategy.

Read the full MEDDPICC guide

Yes, if application is inconsistent or managers lack an agreed basis for coaching it. We start with your existing work and identify the gaps. We do not assume you need to replace useful materials or processes.

Leaders need to recognise good evidence, assess application and coach the team after training. They also learn how to co-run the practical workshops, so the standards taught in the room can continue in regular deal reviews.

Assessment against the agreed MEDDPICC standards for this programme. We agree the assessment and required evidence before delivery. It is not a claim of accreditation by an external MEDDPICC training organisation.

The programme is designed around face to face leadership and seller training. Locations, cohort sizes, schedule and any alternative delivery arrangements are agreed during scoping.

Design and preparation depend on your existing work, access to examples and training schedule. We then remain connected for three months after seller training through monthly individual check-ins with sales leaders.

The programme includes reusable onboarding collateral, the customised course and manager guidance. We agree where materials are held, who maintains them and the internal usage rights in the scope.

No. The core programme provides the agreed content and rubrics. Your team can embed them in its tools. A structured next-best-action data layer, AI workflow or CRM implementation is separately scoped.

We review competence rubric improvement and observed application alongside agreed commercial measures. The baseline and review approach are agreed with RevOps, including limitations in the available data.

We scope the programme around your team, buying situations, cohorts and follow-through requirements. Any structured data-layer or systems work is identified and priced separately.

Discuss your MEDDPICC programme

Tell us what your team already uses, where application breaks down and when you want to train. We will discuss the design work, leadership and seller training, three-month follow-through and any optional structured data layer.

Discuss your MEDDPICC programme