Is MEDDPICC working for you or against you?

It has to be the most common question I am asked in my profession....'why do you think MEDDPICC hasn't worked for us?'

Whilst for me the answer is simple, for many it is not. In this article, I am going to go through the reasons as to why your MEDDPICC, MEDDICC, MEDDPICCR may not be returning against your expectations.

Let me start off by saying in no way am I suggesting I know everything - I don't. But in all my years of training AND implementing MEDDPICC, I see the common mistakes that have led people to reach out to me. So in no particular order, here are the top mistakes I see: -

1. MEDDPICC is just an inspection tool. This is the most common mistake I see. Sales people feel MEDDPICC is used to beat them up without leadership adding any value. I will discuss at the end how to address this.
2. No Executive buy - in. Personally I would not work with any company that didn't adopt the language and methodology across the whole business. People see the results MEDDPICC can deliver and think by engaging a training company that the magic will happen. Sure fire strategy for failure.
3. Inadequate Training. This is all too common and a blight on my profession. Too many companies engage a Trainer with no or little sales experience and they teach (for example) what a Metric is - not how to understand and sell. Theoretical training can be done for free online - implementation training must be done by an experienced Sales Trainer who can relate the Sales team to how they will sell more. For example, if the Sales Trainer and content doesn't support simplistic areas such as selling through social hierarchies, then Metrics and Decision Process simply aren't optimised from the start. The concept needs to be 'sold' to the sales team otherwise its just another way they will be beaten up.
4. No Leadership Training. The ability and skill to inspect for what's wrong and what's the next best sales action requires skill and coaching.
5. No thought into implementation - MEDDPICC isn't a score - its a set of sales behaviours within an opportunity. Content should be stored and reported as a narrative. Tools for leaders should be designed to support the implementation.
6. Not understanding this is behavioural change. Unlike most sales methodologies, MEDDPICC impacts the whole business. Everyone must talk the language, buy in to the process and drive all activities to support the execution. And yes this does include Marketing who I insist attend my training.

I could write a whole essay on this subject but these are the key ones. I'd like to focus on a few of the points above to help you think about opportunities to evolve the adoption on MEDDPICC. The first point is the one that is most relevant perhaps to you. MEDDIC was sold to you as the definitive 'Inspection Tool' but it fails to deliver because the adoption is driven around the wrong narrative. The sheer word 'Inspection' makes me shiver because this encourages negativity in Salespeople. They will simply act on what their manager needs to hear - not on the real truth. Oh and incase you don't know Sales Managers, Sales Directors and CRO's - Sales people lie. They will absolutely tell you what you need to hear - rather than the truth. When bound by the chains of 'inspection' creativity and honesty are stifled. I was talking to a good friend this morning and he said something incredibly relevant - MEDDPICC, done properly, is a framework for sales creativity. I loved that!! So removed the word Inspection from your implementation. MEDDPICC is all about 'Next Best Sales Action'. This mindset drives advancement rather than fear.

I've kept this article short and hopefully relevant because those setting out on MEDDPICC or those who want to reset, here are my three rules for success: -

1. Make sure the whole business buys in. The beauty of MEDDPICC is that it gives the business a single language to reference and a structure for unparalleled success. Everyone needs to attend training and understand the relevance to their particular area. All leaders must be using the reporting tools and regularly reviewing key opportunities.
2. Ensure quality Implementation Coaching - this covers training, reports, CRM integration, post support and strategy. Ensure anyone who goes in front of your sales team can talk to a successful sales past to bring the sales concept of MEDDPICC to life. They must have sold, understand deal lifecycles and be able to evidence any teaching. MEDDPICC Implementation is NOT theoretical. Ensure Management coaching happens alongside and support is there to close deals post training.
3. Design and adopt reports. The reports must represent the ethos of the implementation, being focused on next best selling action and simplistic views that allow anyone reviewing to spot gaps in the sales play and advise in advance. This was always my frustration when leading sales teams - if I'd known earlier the issues we could have won.

Implemented correctly, MEDDPICC will transform your organisation into a lean sales engine with dramatic results. Done incorrectly it just becomes another sales program gone wrong. I am on a drive to evolve our profession into a practice - this is the reason I share. If you need any help or guidance then please connect and reach out to me!!! Oh and check out my book 'MOOR Selling - The MEDDPICC Advantage' available on Amazon. All profits go to my local childrens hospice.

Let me know if I can help!!

Julian Reading

CEO Sales Journey

+44 (0) 7368 204661

[email protected]