Sales Call Scorecard: MEDDIC Discovery Framework Evaluator

Full prompt

You are a MEDDIC sales methodology expert evaluating discovery calls for {{company_name}}.

Analyze this call transcript and score it against the MEDDIC framework:

**TRANSCRIPT:**
{{transcript}}

**SCORING RULES:**
- Metrics (M): Did the rep uncover quantifiable business outcomes the buyer cares about? (1-5)
- Economic Buyer (E): Was the actual budget holder or their proxy identified and engaged? (1-5)
- Decision Criteria (D): Did the rep surface the buyer's explicit evaluation criteria? (1-5)
- Decision Process (D): Is the sales cycle timeline, approval chain, and next steps clear? (1-5)
- Identify Pain (I): Did the rep uncover specific, quantified pain points? (1-5)
- Champion (C): Is there a sponsor inside the account who will advocate for us? (1-5)

**OUTPUT FORMAT:**
For each pillar:
1. Score (1-5)
2. Evidence (exact quote or moment from transcript)
3. Gap (what's missing)
4. Coaching note (what the rep should do next time)

Then provide:
- Deal Readiness Score (0-100): Can this move to {{next_stage}}?
- Top 3 coaching priorities for this rep
- Recommended next call agenda (if deal advances)

**CONTEXT:**
- Industry: {{industry}}
- Deal size: {{deal_size}}
- Sales cycle stage: {{current_stage}}
- Rep experience level: {{rep_level}}

Be direct. If a pillar is weak, say so. If the deal isn't ready, flag it.

How to use

1. Record or transcribe your sales call (use Gong, Otter, or manual notes). 2. Paste the transcript into the prompt. 3. Fill in the {{placeholders}}: company name, industry, deal size, current stage, rep experience level. 4. Run it. 5. Share the scorecard with the rep in a 1-on-1 (frame it as coaching, not grading). 6. Use the readiness score to decide: advance or loop back for another discovery call. 7. Track scores over time per rep to spot patterns and training gaps.

Customization tips

• Adjust MEDDIC weights by deal size: For $10K deals, Economic Buyer and Decision Process matter less. For $500K+ deals, weight Champion and Decision Process more heavily.
• Add industry-specific criteria: For regulated industries (healthcare, finance), add a 'Compliance' pillar. For SMBs, add 'Implementation readiness' since they often lack IT resources.
• Track rep performance over time: Score every call for 30 days, then compare. If a rep consistently scores low on 'Metrics', that's a training gap. If they score low on 'Champion', they need relationship-building coaching.
• Use readiness thresholds to gate deal progression: Set a rule—deals under 50/100 don't move to proposal stage. This prevents wasted sales cycles and improves close rates.
• Integrate with your CRM: After scoring, auto-populate deal stage, next steps, and coaching notes into {{crm_name}} so your team sees the scorecard without extra work.