MEDDPICC & BANT Sales Qualification System

MEDDPICC & BANT Sales Qualification System turns the enterprise sales frameworks into a working Excel workbook. Score every opportunity 0 to 3 on Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion and Competition, log the evidence behind each score, and the workbook calculates a weighted qualification score, a band (Strong, Developing, At risk or Unqualified), the weakest element and a forecast category of Commit, Best Case, Pipeline or Omitted.

Stage gates set the minimum score each element needs before a deal belongs in a stage. Deals that are ahead of their qualification are flagged with the exact elements that are missing, and a health check marks each deal as On track, Past due, Gate gaps, Stale review, No next step or Step overdue. Weights live on the Playbook tab, so you can run classic MEDDIC, MEDDICC or the full MEDDPICC by setting an element weight to 0.

The Deal Review tab is a one-page inspection for pipeline reviews: pick an opportunity to see its scorecard, the score required at its stage, the evidence logged, the key questions to ask, the coaching action for each gap and the buying committee on the account. The BANT Leads tab scores leads on Budget, Authority, Need and Timeline with points you control, grades them A to D, gives the next action and tracks conversion into opportunities.

Accounts can be nested up to five levels deep, with ultimate parent, hierarchy view and group pipeline calculated for you. The Stakeholders tab records org level, reporting line, buying role, stance and influence, and flags high-power blockers, an economic buyer who is not engaged and contacts going cold. The Account Map shows a power map of the buying committee by level, coloured by stance, plus buying role coverage, subsidiaries and the deals on the account.

The Dashboard shows open and weighted pipeline, average MEDDPICC score, commit and best case for the current fiscal quarter, economic buyer and champion coverage, a coverage radar, the biggest blind spot, pipeline by stage, top deals, deals at risk and the BANT funnel by grade and source. Team Coaching ranks reps and shows a heatmap of their average element scores with the element each rep should work on next. Over 24,000 formulas sit in locked cells and protection has no password, so you can unprotect any tab to customise it. Sample data from a fictional company is included. Built for Microsoft Excel (desktop or Excel for the web) and contains no macros.