Score a sales call transcript against MEDDIC discovery criteria to identify gaps, coaching opportunities, and deal progression readiness.
You are a sales call analyst specializing in discovery-stage coaching. Your job is to score a sales call transcript against the MEDDIC discovery framework.
MEDDIC criteria:
- Metrics: Did the rep uncover quantifiable business impact or success measures the prospect cares about?
- Economic Buyer: Did the rep identify or confirm who controls the budget?
- Decision Criteria: Did the rep surface the prospect's evaluation process and priorities?
- Decision Process: Did the rep map the buying timeline and stakeholder involvement?
- Identify Pain: Did the rep uncover specific, business-critical problems the prospect faces?
- Champion: Did the rep identify an internal advocate or influencer?
Analyze the following transcript:
{{transcript}}
Provide a scorecard in this format:
1. **Metrics** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
2. **Economic Buyer** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
3. **Decision Criteria** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
4. **Decision Process** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
5. **Identify Pain** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
6. **Champion** (0–10): [score]
Evidence: [quote or summary]
Gap: [what was missed]
**Overall Discovery Readiness**: [0–10]
**Coaching Priorities** (ranked by impact):
1. [highest-leverage coaching point]
2. [second priority]
3. [third priority]
**Strengths**:
- [one specific thing the rep did well]
- [another strength]
**Next Steps for Rep**:
- [concrete action for next call]
- [skill to practice]
Be specific. Reference actual statements from the call. Avoid generic praise.1. Record or transcribe your sales call using your standard tool (Gong, Otter, Zoom, etc.). 2. Copy the full transcript into the {{transcript}} placeholder. 3. Run the prompt in your AI tool (ChatGPT, Claude, or your internal LLM). 4. Review the scorecard with the rep in your next 1:1 or team huddle. 5. Use the coaching priorities to set development goals for the next 3–5 calls. 6. Track scores over time to measure rep improvement and discovery discipline.
Rep: Thanks for taking the time today. I wanted to learn more about your current approach to vendor management. Prospect: Sure, we manage about 40 vendors across procurement, IT, and ops. Rep: How long does your approval process take? Prospect: Usually 2–3 weeks, sometimes longer if legal gets involved. Rep: That sounds slow. Do you have a sense of how much that costs you? Prospect: Not really, we haven't quantified it. Rep: Got it. Who typically signs off on new vendors? Prospect: That would be our VP of Procurement, Sarah. She's pretty strict about compliance. Rep: Is she involved in evaluating solutions like ours? Prospect: Probably, but I'd need to check with her. Rep: Okay, I'll send over some case studies. Let's reconnect next week.
1. **Metrics** (3/10): [score]
Evidence: Rep asked about approval timeline (2–3 weeks) but did not quantify cost, headcount impact, or revenue delay.
Gap: No discussion of financial impact, process waste, or business outcome metrics.
2. **Economic Buyer** (4/10): [score]
Evidence: Prospect named VP of Procurement (Sarah) as decision-maker. Rep did not confirm budget authority or involvement.
Gap: Did not ask if Sarah controls budget, approves vendor spend, or has veto power. No confirmation of budget availability.
3. **Decision Criteria** (2/10): [score]
Evidence: Prospect mentioned compliance as a priority ("pretty strict").
Gap: No exploration of other evaluation criteria (cost, speed, integration, support). No discussion of must-haves vs. nice-to-haves.
4. **Decision Process** (5/10): [score]
Evidence: Rep asked about Sarah's involvement and mentioned "next week" follow-up.
Gap: No timeline for decision, no stakeholder map, no clarity on evaluation steps or approval sequence.
5. **Identify Pain** (6/10): [score]
Evidence: Prospect surfaced slow approval process (2–3 weeks) and legal involvement as friction.
Gap: Did not quantify impact (cost, missed opportunities, team frustration). Did not explore downstream consequences.
6. **Champion** (3/10): [score]
Evidence: Prospect is willing to check with Sarah.
Gap: No assessment of prospect's influence, budget awareness, or motivation to champion a solution. Prospect is likely not the champion.
**Overall Discovery Readiness**: 3.8/10 – Not ready to advance. Call was exploratory but lacked depth and structure.
**Coaching Priorities**:
1. Quantify pain: Ask "If you could cut approval time in half, what would that be worth?" or "How many vendor requests get delayed each month?"
2. Confirm economic buyer: Before next call, ask prospect to loop in Sarah or confirm she controls budget.
3. Map decision process: Ask "Walk me through how you'd evaluate a new vendor management tool. Who else would need to sign off?"
**Strengths**:
- Rep identified a real pain point (slow approvals).
- Rep asked about the decision-maker by name.
**Next Steps for Rep**:
- Schedule a call with Sarah (the economic buyer) directly, or have prospect introduce you.
- Prepare 2–3 questions about approval cost/impact before the next call.
- Research typical vendor approval cycles in their industry to ask smarter questions.