How to Build a MEDDICC Scoring Module for HubSpot

Understanding the qualifications of a buyer or account is crucial for closing deals efficiently. To streamline this process, we integrated the MEDDICC sales methodology into HubSpot, creating a scoring module that rolls various qualification criteria into a single, comprehensive score. This article will walk you through how we built this functionality into Hubspot and how it helps our Client’s sales team evaluate opportunities more effectively.

What is MEDDICC?

MEDDICC is an advanced sales qualification framework that stands for:

• Metrics: Quantifiable measures of success.
• Economic Buyer: The person with the financial authority to make the purchase.
• Decision Criteria: The criteria the buyer uses to make their decision.
• Decision Process: The process the buyer follows to make a decision.
• Paper Process: The process for getting the deal signed.
• Identify Pain: The specific pain points the buyer is looking to solve.
• Champion: An internal advocate who supports the deal.
• Competition: The other options the buyer is considering.

Each element is scored on a scale from 0 to 5, with the total score ranging from 0 to 40. This scoring system helps sales teams evaluate the strength and readiness of an opportunity.

Integrating MEDDICC with HubSpot

Step 1: Setting Up Custom Properties

First, we created custom properties in HubSpot for each MEDDICC element. These properties allow sales reps to input scores and comments for each criterion:

• Metrics (0-5)
• Economic Buyer (0-5)
• Decision Criteria (0-5)
• Decision Process (0-5)
• Paper Process (0-5)
• Identify Pain (0-5)
• Champion (0-5)
• Competition (0-5)

Step 2: Creating a Scoring System

Next, we developed a scoring system that aggregates these individual scores into a single, comprehensive score. This total score helps us quickly assess the overall health of an opportunity. For example:

• Total Score (0-40)

With a score in hand, a variety of interesting automations become possible. Here are a few examples: 

• Deal Creation Restrictions: If the total MEDDICC score is less than 25, a deal cannot be created. This ensures that only well-qualified opportunities move forward in the sales pipeline.
• Task Automation for Missing Elements: If the score is less than 15, an automatic task is created for the account owner to identify and fill in the missing elements. This helps ensure that all necessary information is gathered before advancing the opportunity.
• Automated Notifications: When a score reaches a certain threshold, automated notifications can be sent to the sales team, prompting immediate action on high-potential opportunities.
• Custom Reports: Generate custom reports that provide insights into the health of your sales pipeline, helping you make data-driven decisions.
• Workflow Triggers: Use workflow triggers to automatically update deal stages, assign tasks, and send emails based on changes in the MEDDICC score.

These automation features not only save time but also ensure that your sales team focuses on the most promising opportunities, improving overall efficiency and effectiveness.

Step 3: Implementing in HubSpot

We then implemented this scoring system within HubSpot’s deal object. This involved:

1. Add Custom Fields: We added fields for each MEDDICC element and the total score.
2. Automatie Calculations: Using HubSpot’s calculated properties, we automated the calculation of the total score based on the individual element scores.
3. Create Reports: We set up reports to track all deals with their scores, total scores by rep, and total scores by pipeline. This visibility helps us manage our sales pipeline more effectively.

Benefits of MEDDICC Scoring

Unified View

The MEDDICC scoring module provides a unified understanding of each opportunity’s qualifications. By rolling everything into a single score, it becomes easier for everyone—from sales reps to managers—to quickly gauge the readiness and strength of an opportunity.

Improved Decision-Making

With a clear, quantifiable measure of each opportunity’s health, our sales team can make better-informed decisions. They can identify weak points in the sales process and address them proactively, increasing the likelihood of closing deals.

Enhanced Reporting

The scoring module also enhances our reporting capabilities. We can generate detailed reports that show the health of our sales pipeline, identify trends, and make data-driven decisions to improve our sales strategy.

Outcomes

Integrating the MEDDICC framework into HubSpot has significantly improved our sales qualification process. By creating a scoring module that rolls various qualification criteria into a single score, we’ve made it easier for our sales team to understand and evaluate opportunities. This has led to more efficient decision-making and a healthier sales pipeline.

Need help?

Ready to streamline your sales qualification process with a MEDDICC scoring module in HubSpot? We can help you implement this powerful functionality quickly, ensuring your sales team has the insights they need to close deals more efficiently.

Don’t miss out on the opportunity to enhance your Account Based Marketing strategy. 

Get in touch and let us help you transform your sales process and drive better results!

REFERENCES

• A Step-by-Step Guide to the MEDDIC Sales Qualification Process
• A Guide to mOS, the MEDDICC Operating System3
• What Is the MEDDIC Sales Process? | Lucidchart4
• MEDDIC Sales Qualification Method | A Step by Step Guide – Klenty5