Drive Revenue Predictability Using MEDDICC 

Any great sales process provides consistently enforced qualification criteria. These measures help your sales team ensure that any sales opportunity warrants your investment of time and resources. 

Why is qualification so important? It’s important to both the buyer and the seller. Here’s why:

There are many factors that impact your sales team's ability to qualify the right deals. Your sales qualification process may have gaps that are causing your sales reps to get stuck in deals they don't belong in and inaccurately predict their numbers. Senior Partner at Force Management, (and resident MEDDICC expert) Brian Walsh covers what these gaps may be and how to fill them.

Sales organizations are anchoring on methodologies, like MEDDICC, to help their salespeople maintain a healthy pipeline, close high-value opportunities and increase overall deal velocity. Now is a great time to equip your sales teams to keep pipelines moving and improve revenue predictability, learn how.

When it comes to sales qualification, simply launching MEDDICC (or one of its variants) isn’t going to be enough. What impacts the success of any qualification tool is the process of putting it to work. Learn how sales organizations with strong qualification tools, like MEDDICC, and a company culture that supports it, can come out of uncertain times in a better position to hit their revenue goals. 

Depending on your organization's current challenges, a sales qualification and/or messaging transformation can improve your sales teams’ ability to increase average deal size and win rates consistently. The truth is, one initiative complements the other, and the true power of each is when they’re executed together. However, we’ve worked to break down the positive business outcomes of each initiative below, helping you determine which sales transformation will better enable your organization to drive consistent revenue growth.

Often, teams are so caught up in driving the number that qualification becomes an afterthought. You can't depend on the number if there’s inconsistency in how your sales team qualifies, progresses and closes opportunities. Elite sales organizations enable salespeople to spend as much time as possible on revenue-driving activities and opportunities. Here’s how to build a sales process and qualification approach that work together to ensure predictable revenue growth. 

You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.

Do your reps struggle to consistently hit their numbers? Do deals stall or fall through late in the quarter, making your forecast unpredictable? You may have a qualification issue. In this podcast, John Kaplan talks through best practices for driving a consistent qualification process with your sales team.