Most teams adopt MEDDICC to make forecasting honest. Then the scorecard turns into a checklist, and reps learn to say the words without doing the work. Buyers notice before managers do.

Score the evidence, not the vocabulary

A rep who asks “so who’s the economic buyer?” has asked a question. A rep who learns that the VP Finance signs anything over $50k has found evidence. Dryrun scores the second, not the first.

“I stopped asking reps if they covered Metrics. Now I ask them what the number was.”

Weight the lines that matter for the deal in front of you. Early calls lean on Identify pain and Champion. Late calls lean on Decision process and Paper process.

Keep the rubric short enough that a rep can remember it mid-call. If a line never changes a coaching conversation, drop it.