This guide includes user documentation for the Opportunity Manager® Salesforce application. 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 GPS to navigate 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 Component Overview
General overview of the components within Opportunity Manager.
Opportunity Manager Component Overview
MEDDPICC Qualifier
The MEDDPICC Qualifier allows Reps to apply the MEDDPICC methodology to a given Opportunity.
Guided Assessments
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
Manager Coaching & Feedback
Managers can provide feedback, coaching, and next steps to sellers after reviewing a Guided Assessment.
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:
Quick Links
Reps can access any documents or lerning content their SFDC admin has chosen to configure within the Quick Links component directly from Opportunity Manager. Click the below link to learn about Quick Links:
Relationship Mapper
Relationship Mapper Video Series (For Reps)
Relationship Mapper Video Series (For Managers)
Additional Resources
For Reps:
For Managers: