Top 10 MEDDPICC Coaching Checks for Underperformers in 2027

1. Underperformers Ride-Along Routine

It ranks first because it delivers the highest behavior-change lift per coaching session, directly addressing the root causes of underperformance with a structured, repeatable format. The routine requires only 15–30 minutes for most reps, or 45 for live call review, making it a low-lift, high-impact move that fits any manager's schedule. It forces the use of real examples from the rep's week, ensuring the coaching is concrete and immediately applicable.

This is for sales managers who need a reliable, scripted intervention for reps who are missing pipeline, discovery, or forecast targets. It trades away the flexibility of a free-form conversation for a disciplined drill that can feel micromanaging to top performers, so it should be reserved for those who need it most.

2. The 1:1 Routine

This ranks second as the best value option, offering strong coaching impact without requiring the heaviest weekly time commitment from a manager. It is a medium-lift technique that fits into a standard 15–30 minute one-on-one block, making it sustainable for a busy sales leader. The routine is CRM-native and works with tools like Gong or Salesforce, ensuring the coaching is tied to real data and can be documented for follow-up.

This is for sales managers who want a consistent, weekly coaching cadence that improves rep behavior without dominating their calendar. It trades away the deep-dive deal review focus of the Ride-Along Routine for a broader, more frequent check-in that covers pipeline, forecast, and call behavior. Compared to the top pick, it is less intensive but more repeatable, making it ideal for ongoing development and for preventing underperformance before it becomes a serious pipeline issue.

3. CRM Prompt

This ranks third because it is a manager-led, reliable coaching technique that anchors the session directly to CRM data, making the coaching tangible and verifiable. It is a low-lift move that uses the rep's actual pipeline, forecast, and activity fields to identify gaps and drive a behavior change. The prompt ensures the conversation ends with updated Salesforce or HubSpot fields, which is a concrete outcome that proves the coaching happened.

This is for sales managers and RevOps partners who need to enforce data discipline as part of the coaching process. It trades away the live-call analysis of the Ride-Along Routine for a structured review of digital records, which may miss nuanced call behaviors.

4. Prompt: Close Review

This ranks fourth because it is a rep-owned technique that specifically targets the critical skill of closing, a common weakness for underperformers. It is a focused drill that reviews a rep's recent close attempts, identifying where they lost momentum or failed to secure commitment. This prompt is effective because it uses real deals and real outcomes, making the feedback highly relevant and actionable.

This is for sales managers who have reps that can generate pipeline but consistently fail to close deals. It trades away the broader pipeline review of the CRM Prompt for a deep dive into the final stages of the sales cycle. Compared to the CRM Prompt, it is less about data hygiene and more about refining the rep's closing narrative and negotiation tactics, making it a better fit when the primary issue is deal execution rather than pipeline management.

5. Multi-Thread Coaching Prompt

This ranks fifth because it addresses a specific and common MEDDPICC failure point: a lack of multi-threading within an account, which often stalls deals and leads to underperformance. This low-lift prompt guides the rep to map out all the stakeholders involved in a deal and identify where they are missing a champion or economic buyer. It is a highly effective drill for expanding deal control and reducing the risk of a single point of failure.

This is for sales managers whose reps are losing deals due to single-threaded relationships or an inability to navigate complex buying committees. It trades away the broad skill development of a general 1:1 for a specific, tactical fix on deal strategy.

6. Underperformers Champion Prompt

This ranks sixth because it is a medium-lift technique that directly targets the rep's ability to identify and cultivate a champion, a critical element of the MEDDPICC framework. It is a structured prompt that forces the rep to prove they have a champion and to assess the strength of that relationship. This coaching move is effective for underperformers who have activity but lack the strategic depth to move deals forward.

This is for sales managers who have reps that are busy but ineffective, often working deals without a clear internal advocate. It trades away the data-driven focus of the CRM Prompt for a more qualitative assessment of relationship quality and stakeholder mapping.

7. The Prospect Prompt

This ranks seventh because it is a manager-led, low-lift prompt that focuses on the very beginning of the sales cycle, where underperformers often struggle to generate quality pipeline. It is a drill that reviews a rep's prospecting efforts, including their messaging, targeting, and initial discovery calls. This prompt helps managers correct poor prospecting habits that lead to a weak pipeline and eventual underperformance.

This is for sales managers with reps who have low activity or are filling the pipeline with unqualified leads. It trades away the deal-level analysis of the Champion Prompt for a focus on top-of-funnel execution and lead generation.

8. Demo Prompt

This ranks eighth because it is a rep-owned, low-lift technique that specifically improves the rep's ability to deliver effective product demonstrations, a key step in advancing deals. This prompt is designed to be run in a 15-30 minute block, focusing on the structure, narrative, and value proposition of a demo. It is a practical drill that uses real demo scenarios to refine the rep's presentation skills and ability to tie features to business outcomes.

This is for sales managers whose reps are losing deals at the demo stage, often by being too feature-focused or failing to engage the audience. It trades away the strategic account mapping of the Multi-Thread prompt for a tactical focus on presentation and communication skills.

9. Prompt: Negotiation Review

This ranks ninth because it is a low-lift, focused coaching prompt that helps underperformers improve their negotiation skills, which often erodes deal value and win rates. It is a review process that dissects past negotiations, identifying where the rep gave away too much or failed to secure favorable terms. This prompt is valuable for reps who consistently close deals but at a lower margin or with unfavorable contract terms.

This is for sales managers with reps who win deals but leave money on the table or struggle to handle pushback from procurement. It trades away the broad skill-building of a general 1:1 for a specific, tactical review of deal economics and concession strategies.

10. Objection Coaching Prompt

This ranks tenth because it is a medium-lift, repeatable technique that directly targets a rep's ability to handle objections, a fundamental skill that underperformers often lack. This prompt provides a structured framework for presenting real objections from the rep's own deals and practicing effective responses. It is a practical drill that builds confidence and equips the rep with a playbook for common stalls and rejections.

This is for sales managers whose reps are losing deals because they are unable to overcome buyer skepticism or answer difficult questions. It trades away the strategic, deal-specific focus of the Negotiation Review for a more general, skill-building exercise that can be applied across the entire pipeline.

How we ranked these

We ranked each coaching check by weighting behavior change at 30%, speed to run at 20%, deal/pipeline impact at 20%, repeatability at 15%, CRM/call-data fit at 10%, and manager skill required at 5%. We scored each technique against these criteria using patterns from Gong, MEDDIC Academy, Winning by Design, and operator playbooks. The highest-scoring techniques balance quick execution with measurable behavior shifts, favoring drills that produce a clear leading indicator over flashy frameworks that fade after one session.

We deliberately ignored subjective factors like rep charisma, manager personal preference, and anecdotal success stories. We also excluded techniques that require heavy customization or extensive manager training, as these reduce repeatability and speed. We focused solely on observable, repeatable coaching moves that can be run in a standard CRM or call-review tool. This ensures the ranking reflects practical, field-tested methods rather than theoretical ideals or one-off wins.

What to look for

When choosing between these coaching checks, prioritize the ones that fit your team's current CRM and call-data infrastructure. The Ride-Along Routine and 1:1 Routine offer the best balance of low lift and high impact, especially if you have Gong or Salesforce. If your team is remote or time-constrained, the CRM Prompt and Multi-Thread Coaching Prompt provide quick, structured interventions.

The key is to select a technique that you can execute consistently and that directly ties to a metric you can track, like meetings booked or MEDDIC fields updated.

The most common mistake is picking a technique based on its novelty or the manager's comfort level rather than the rep's specific gap. Managers often default to the same coaching style for all underperformers, ignoring whether the issue is discovery, multi-threading, or closing. Another mistake is over-coaching top performers with these techniques, which can feel micromanaging and reduce morale.

Instead, match the technique to the observed gap and the rep's readiness, and always end with a clear, measurable next step.

Related questions

What is the best MEDDPICC coaching check for underperformers?

The Underperformers Ride-Along Routine is the best overall because it combines low lift with high behavior change. It involves a manager observing a live or recorded call, identifying one gap, and having the rep practice a specific skill. It ends with a leading indicator to track, making it repeatable and CRM-friendly.

How does the 1:1 Routine differ from the Ride-Along Routine?

The 1:1 Routine is a structured one-on-one meeting focused on a specific deal or skill, while the Ride-Along Routine involves live call observation. The 1:1 is more flexible and can be done without scheduling a call, but it requires more manager prep. Both end with a clear behavior change and a metric to watch.

What is the CRM Prompt coaching technique?

The CRM Prompt uses the CRM as a coaching tool by prompting the rep to update MEDDIC fields, next steps, and deal stages during a review. It ensures data accuracy and forces the rep to think critically about deal health. It is manager-led and works well with Salesforce or HubSpot.

How can I use the Close Review prompt for underperformers?

The Close Review prompt focuses on analyzing past won and lost deals to identify patterns. The manager and rep review a specific closed deal, discussing what went well and what could improve. This helps underperformers learn from real outcomes and adjust their approach for future deals.

What is the Multi-Thread Coaching Prompt?

This prompt focuses on ensuring the rep is connecting with multiple stakeholders in a deal, not just one champion. The manager reviews the deal and identifies gaps in multi-threading, then coaches the rep on how to expand their reach. It is low lift and directly improves deal control.

How does the Underperformers Champion Prompt work?

This prompt helps the rep identify and leverage a champion within the account. The manager coaches the rep on how to qualify the champion's influence, gain access to the economic buyer, and use the champion to navigate internal politics. It is medium lift and requires a real deal to review.

What is the Prospect Prompt in MEDDPICC coaching?

The Prospect Prompt focuses on improving the rep's ability to qualify prospects early in the pipeline. It involves reviewing discovery calls or early-stage deals to ensure the rep is identifying pain points, budget, and authority. This prompt is manager-led and helps prevent wasted effort on unqualified leads.

How can the Demo Prompt help underperformers?

The Demo Prompt is rep-owned and focuses on improving demo skills by aligning the demo to the prospect's specific pain points and MEDDPICC criteria. The rep practices or replays a demo, and the manager provides feedback on how to better tie features to business value. It is ideal for reps who struggle with demos.

FAQ

What is the most important factor in coaching underperformers on MEDDPICC?

The most important factor is behavior change, which is why it is weighted at 30%. Coaching must lead to a tangible change in how the rep runs calls, updates CRM, or manages deals. Without observable behavior change, the coaching session is ineffective, regardless of how well it is received.

How often should I run these coaching checks?

For underperformers, run a coaching check at least once a week, focusing on one specific gap. The Ride-Along Routine can be done bi-weekly, while the 1:1 Routine can be weekly. Over-coaching can be counterproductive, so match frequency to the rep's need and progress.

Can these coaching checks be done remotely?

Yes, most of these techniques work well remotely using tools like Gong, Zoom, and Salesforce. The Ride-Along Routine can be done by reviewing recorded calls, and the 1:1 Routine can be done over video. The key is to use call data and CRM data to ground the coaching in real examples.

What if my team doesn't use Gong or a similar tool?

You can still run these coaching checks using manual call reviews or by having the rep self-report. The CRM Prompt and 1:1 Routine are particularly effective without call recording tools. The key is to have a real example, whether from memory, notes, or a recorded call.

How do I choose the right coaching check for a specific underperformer?

Start by identifying the rep's biggest gap: is it discovery, multi-threading, closing, or CRM hygiene? Then choose a technique that directly addresses that gap. For example, if the rep struggles with multi-threading, use the Multi-Thread Coaching Prompt. If they lack deal control, use the Champion Prompt.

Are these coaching checks suitable for top performers?

These techniques are designed for underperformers, but they can be adapted for top performers with caution. Over-coaching top performers can feel micromanaging and reduce their autonomy. If used, focus on advanced skills like negotiation or executive presence, and reduce frequency.

How long does each coaching check take?

Most checks take 15-30 minutes, with some extending to 45 minutes for deal reviews. The Ride-Along Routine and 1:1 Routine are designed to be time-efficient. The key is to stay focused on one gap and one leading indicator to avoid dragging the session.

What is the role of CRM in these coaching checks?

CRM is central to most checks, as it provides data on deal stages, MEDDIC fields, and next steps. The CRM Prompt specifically uses the CRM as a coaching tool. Even in other techniques, reviewing CRM data helps ground the conversation in real facts and track progress.

How do I measure the success of these coaching checks?

Success is measured by the leading indicator agreed upon at the end of each session, such as calls logged, meetings booked, or MEDDIC fields updated. Over time, track improvements in pipeline quality and win rates. If the leading indicators improve, the coaching is working.

What if the underperformer doesn't respond to coaching?

If a rep doesn't improve after consistent coaching, it may be a fit issue. Document the coaching sessions and the rep's progress. If there is no behavior change after several weeks, consider a performance improvement plan or reassignment. The goal is to help reps improve, but not at the expense of the team.

Sources

• https://www.gong.io/
• https://www.meddicacademy.com/
• https://www.winningbydesign.com/
• https://www.forcemanagement.com/
• https://www.challenger.com/
• https://www.salesforce.com/
• https://www.hubspot.com/

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