Execution Criteria and Scores: Make excellence automatic and measurable

TL;DR: Embed your sales methodology (like MEDDPICC or SPICED) directly into each seller's workflow. This transforms optional training into an automated, enforceable, and measurable process that guides reps, eliminates admin work, and provides leaders with objective data on deal health and performance.

The best revenue teams don't just know what great selling looks like, they execute it consistently. They follow proven sales methodologies like MEDDPICC, SPICED, or custom frameworks based on their top performers' winning behaviors.

But even the best methodologies fail when they're optional. Under pressure, reps take shortcuts and they:

• Advance deals without confirming budget authority
• Skip stakeholder mapping when prospects seem engaged
• Forget competitive analysis because "this one feels different"
• Move to proposal stage without proper qualification

Traditional solutions try fixing this with more training, better documentation, or additional tools. But training gets forgotten, documentation sits unused, and extra tools create even more administrative burden that reps actively avoid. Meanwhile, managers resort to micromanagement because they can't trust that critical steps are being followed.

Even when reps do follow the methodology, they're stuck with double (maybe triple, quadruaple) data entry—updating CRM fields, filling out spreadsheets, writing multiple deal summaries for managers, and answering the same qualification questions in every forecast call or deal review. The process designed to help them win becomes another time-consuming obligation that pulls them away from selling.

The Solution: Enforceable Sales Playbooks with Built-in Scoring

Accord's Execution Criteria & Scoring embeds your chosen methodology directly into your sales playbooks where deals actually happen.

How It Works: The Set-Enforce-Score Framework

1. SET execution criteria. Define workspace-wide criteria based on your sales methodology—MEDDPICC, MEDDICC, SPICED, or custom frameworks. You specify exactly what excellent execution looks like for each component. For MEDDPICC, this includes:

• Metrics: Quantified business impact identified and documented
• Economic Buyer: Decision-maker confirmed and engaged
• Decision Criteria: Evaluation framework mapped and validated
• Decision Process: Approval steps and timeline documented
• Pain: Business challenges clearly articulated
• Implications: Consequences of inaction understood and communicated
• Champion: Internal advocate identified and activated
• Competition: Competitive landscape analyzed and positioning defined

2. ENFORCE through playbook integration. Annotate specific playbook elements as execution criteria. These become measurable, trackable steps that guide reps through the deal, ensuring no critical action is missed.

Tip: Link execution criteria to your CRM opportunity stages as exit criteria. This prevents deals from advancing in Salesforce or HubSpot without proper methodology execution. Example: Opportunities can't move to "Proposal" until the Economic Buyer is confirmed and engaged, or reach "Negotiation" without documented Decision Criteria and Process.

3. SCORE execution quality. Accord automatically captures completion status as reps work through deals, generating quantified execution scores (0-100) based on criteria completion, customer engagement, and deal progression.

This gives you objective measurement of process execution quality—replacing deal review guesswork with concrete performance data.

Transform Your Revenue Operations

For Frontline Managers and Leaders: Objective Performance Data and Proactive Coaching

• Real-time visibility into process execution across all deals and reps (see what's happening without constant check-ins).
• Objective coaching opportunities based on specific execution gaps rather than gut feelings or interrogation-style deal reviews.
• Team leaderboards showing execution scores to identify top performers and under performers objectively.
• Consistent process adherence that improves deal quality and forecast accuracy.
• Spend time coaching strategy, not chasing data updates; methodology compliance becomes automatic and not managed.

For Account Executives: Less Administrative Homework

• Never miss critical methodology steps because the process guides you automatically—no more mental checklists or forgotten qualification steps.
• Eliminate administrative burden with automatic CRM updates that flow from natural workflow (work in one place, update everywhere — no mSunday night CRM catch-up sessions).
• Stop playing defense with your manager; real-time execution visibility means fewer "Let me walk through this deal with you" interruptions and more strategic coaching conversations.
• Turn methodology into your secret weapon with built-in stakeholder mapping and business case development that happens as you sell, not as homework afterward.

For Revenue Operations: Methodology Adoption and Clean Data

• Automated data capture provides reliable methodology execution metrics without depending on rep compliance.
• Improved forecast accuracy through consistent deal qualification that happens automatically.
• Streamlined CRM field population with automatic data sync; no more "garbage in, garbage out" CRM data.
• Objective scoring enables identification of coaching needs and best practices based on actual execution, not self-reported activity.

For Sales Enablement: No More Gaps Between Training and Execution

• Bridge the gap between what you teach and what actually gets executed by making methodology execution the natural workflow path.
• Measurable ROI on methodology investments through execution scores and deal outcomes tied to specific process steps.
• Methodology enforcement that reps can't skip or forget—but also can't complain about because it reduces their administrative workload.
• Specific coaching opportunities identified through execution gap analysis, with visibility into exactly which methodology components need reinforcement.

Getting Started: From Pilot to Performance

Start with High-Impact Components: Begin with your most critical methodology elements. For MEDDPICC, focus on Economic Buyer identification and Decision Criteria documentation —these typically drive the biggest deal outcome improvements.

Run a Pilot First: Let a core team experience how process enforcement actually improves deal quality and velocity before expanding organization-wide.

Position as Enhancement, Not Compliance: When reps see that following proven methodology helps them close bigger deals faster, adoption becomes natural rather than forced.

The Bottom Line: Excellence Should Be Unavoidable

The difference between good revenue teams and great ones isn't what methodologies they know—it's how consistently they execute them.

Your top performers already follow proven processes naturally. Execution Criteria & Scoring helps your entire team execute with the same consistency—transforming sales methodology from optional training into competitive advantage.

Ready to transform your methodology from one-off training sessions into results? Schedule a demo to see how Execution Criteria & Scoring drives predictable revenue growth through guaranteed process adoption.