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.
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"): ________________________
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.