This guide includes user documentation for the Opportunity Manager application on the App Exchange. Your version of Opportunity Manager may have a different variant of the MEDDPICC acronym depending on the variant your organization chose to use.
What is MEDDPICC?
MEDDPICC is a proven qualification methodology that supports your sales process. It provides a “litmus test” for gauging the strength of a sales opportunity. Think of it as a journal to record and navigate through the sales cycle.
Using MEDDPICC or its variants as an internal Sales Qualification Tool helps drive consistent discovery and efficient qualification of opportunities. All the key components of a successful sales cycle are defined and integrated as part of the approach.
The right qualification approach ensures both buyers and sellers are aligned throughout the process to optimize their time, define accurate decision criteria, and integrate executive buy-in throughout the decision-making process.
Opportunity Manager App Exchange Components Overview
General overview of the components within Opportunity Manager.
Opportunity Manager App Exchange Component Overview
MEDDPICC Qualifier
The MEDDPICC Qualifier allows Reps to capture deal details in alignment to the MEDDPICC methodology. Click the below link to learn how to use the MEDDPICC Qualifier:
Guided Assessment
Another feature available to users with the Opportunity Manager is our “Guided Assessment.” This assessment has been developed to walk the user through an “automated opportunity coaching session” and allow him/her to assess the strengths and gaps of their current sale position. Click the below link to learn how to use the Guided Assessment:
The MEDDPICC Guided Assessment
Leaving Manager Feedback
Managers can provide feedback, coaching, and next steps to sellers after reviewing a Guided Assessment. Click the below link to learn how to use the Manager Feedback feature:
Manager Feedback on a Rep’s Guided Assessment
Opportunity Manager Dashboard
The Opportunity Manager app includes one http://Salesforce.com dashboard that is configured to show MEDDPICC data and can be customized to meet your company’s specific reporting needs. Click the below link to learn how to use the Opportunity Manager Dashboard:
Additional Resources
For Reps:
For Managers: