Deal Health Calculator (MEDDIC-Weighted)
A weighted scoring worksheet that turns what you know about Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, and Champion into a single win-probability percentage, plus a formula that names the exact gap to close first.
How to use it
Score each of the six elements 0–5 based on hard evidence (not optimism), apply the weights, and total the percentage before every forecast call; whichever element shows the largest weighted gap is the one action item you take into next week, not a general to-do list.
What's inside
- The 6-element MEDDIC weighting model (weights sum to 100%)
- A 0–5 scoring rubric with concrete anchor descriptions for every element
- The weighted-score formula and total win-probability calculation
- The 'single gap to close first' formula, based on weighted point loss, not raw score
- A fully worked example with real numbers
- Interpretation bands for what the final percentage should mean for your forecast
- A tie-break rule for when two elements show the same weighted gap
- A blank fill-in table to run on your own open deal
Score what you actually know: not what you hope is true: across all six MEDDIC elements, apply the weights below, and you get two things: a real win-probability percentage, and the single highest-value gap to go close next.
Step 1, The weights
Not all six letters carry equal risk. Economic Buyer and Decision Process kill more deals late than any other letter, so they're weighted heaviest.
| Element | Weight |
|---|---|
| Metrics | 15% |
| Economic Buyer | 20% |
| Decision Criteria | 15% |
| Decision Process | 20% |
| Identify Pain | 15% |
| Champion | 15% |
| Total | 100% |
Step 2: Score each element 0–5
Metrics 0 = No quantified metrics discussed at all 1 = You have a hunch about impact but no numbers from the buyer 2 = Buyer has mentioned a metric informally, unconfirmed 3 = Buyer has confirmed a specific metric and rough current value 4 = Buyer has confirmed metric + target/gap value tied to your solution 5 = Buyer has put the number in writing and will defend it internally
Economic Buyer 0 = You don't know who the economic buyer is 1 = You know their name/title but have never spoken with them 2 = You've heard about them only secondhand, through your champion 3 = You've had a direct call with the EB 4 = EB has personally confirmed priority/budget in a conversation with you 5 = EB is actively engaged: asking questions, pushing back, or opening doors for you
Decision Criteria 0 = Unknown how they'll evaluate or choose 1 = Informal sense of criteria, not confirmed by the buyer 2 = Buyer has listed criteria verbally, unranked 3 = Buyer has confirmed criteria and roughly ranked them 4 = Criteria formally documented (RFP/scorecard) and you've influenced it 5 = You co-authored or heavily shaped the criteria with the buyer
Decision Process 0 = No idea how a decision gets made or who signs 1 = Vague sense that "there's an approval process" 2 = Buyer has named the steps, not the people or dates 3 = Buyer has confirmed steps, approvers, and rough dates 4 = You have a mutually agreed close plan with dates and named owners 5 = Close plan is signed off by buyer and EB, dates tracking on schedule
Identify Pain 0 = No confirmed pain: this is a "nice to have" 1 = Pain implied but not stated by the buyer 2 = Buyer has named a pain point informally 3 = Buyer has confirmed pain and its business impact 4 = Buyer has connected pain to a specific initiative or budget priority 5 = Buyer has stated the cost of inaction in numbers, unprompted
Champion 0 = No internal champion identified 1 = A friendly contact, with no proof they'll act on your behalf 2 = Contact has advocated once (shared info, made an intro) 3 = Contact has taken a real internal risk for you (booked EB meeting, pushed timeline) 4 = Contact coaches you proactively on internal politics 5 = Contact has a personal stake in this deal's success beyond your product
Step 3, The formula
``` Weighted Score (per element) = (Raw Score ÷ 5) × Weight Total Win Probability = sum of all 6 weighted scores
Weighted Gap (per element) = Weight − Weighted Score → The element with the LARGEST Weighted Gap is your single priority. ```
Worked example
| Element | Raw (0–5) | Weight | Weighted Score | Weighted Gap |
|---|---|---|---|---|
| Metrics | 3 | 15% | 9.0 | 6.0 |
| Economic Buyer | 1 | 20% | 4.0 | 16.0 |
| Decision Criteria | 3 | 15% | 9.0 | 6.0 |
| Decision Process | 1 | 20% | 4.0 | 16.0 |
| Identify Pain | 4 | 15% | 12.0 | 3.0 |
| Champion | 3 | 15% | 9.0 | 6.0 |
| Total | 100% | 47% |
Win probability: 47%. Biggest weighted gaps: Economic Buyer and Decision Process, tied at 16.0.
Tie-break rule: when Economic Buyer and Decision Process tie for the largest gap, fix Economic Buyer first: you generally can't get real Decision Process detail (approvers, dates, sign-off) without direct EB access. Every other letter gets easier to move once these two are solid.
Interpretation bands
| Win Probability | Meaning |
|---|---|
| 80–100% | Forecast as Commit |
| 60–79% | Forecast as Best Case, keep working the biggest gap |
| 40–59% | At risk: do not forecast to close this period without closing the top gap first |
| Below 40% | Not qualified: treat as active pipeline, not a forecast line |
Blank worksheet: run it on your own deal
| Element | Raw (0–5) | Weight | Weighted Score | Weighted Gap |
|---|---|---|---|---|
| Metrics | ___ | 15% | ___ | ___ |
| Economic Buyer | ___ | 20% | ___ | ___ |
| Decision Criteria | ___ | 15% | ___ | ___ |
| Decision Process | ___ | 20% | ___ | ___ |
| Identify Pain | ___ | 15% | ___ | ___ |
| Champion | ___ | 15% | ___ | ___ |
| Total | 100% | ___% |
Single gap to close first: ________________________ By when: ________________________ How (specific next action, not "follow up"): ________________________