A Week in the Life of a Fractional Sales Leader: MEDDPICC, Momentum, and Mad March.

Suddenly… it’s Friday.

As we head into the Easter break, I wanted to share a snapshot of the past week, not just from a sales leadership perspective, but also the personal disciplines that keep me sharp. Because in my experience, the two are deeply connected.

Discipline Drives Performance (On and Off the Field)

Before we get into sales, let’s talk about consistency.

This week:

• Sit-ups: 816 consecutive days (most days 2 x sets of 25)
• Plank: 12 days straight at 60 seconds
• Bike: 25km (down on usual)
• Walk: 25km (steady)
• Push-ups: Paused (recovery matters too)

There’s no secret formula here.

Just small, repeatable actions.

The same applies in sales. The best teams don’t rely on spikes of effort—they rely on systems, structure, and discipline.

Which brings me to this week’s focus with clients…

The Reality of MEDDPICC in the Field

This week I ran a MEDDPICC deal inspection and qualification workshop with a leading New Zealand technology business.

A strong business. Great product. Solid market position.

But like many organisations, they had introduced MEDDPICC 12–15 months ago… without fully embedding it.

Sound familiar?

MEDDPICC is not something you “roll out.”

It’s something you live inside your deals every day.

Re-Grounding the Fundamentals

We started simple.

Revisiting what MEDDPICC actually stands for:

• Metrics
• Economic Buyer
• Decision Criteria
• Decision Process
• Paper Process
• Identify Pain
• Champion
• Competition

Not as theory—but as a practical lens to inspect deals.

Because most sales teams don’t fail from lack of knowledge.

They fail from lack of consistent application.

Where the Workshop Came to Life

We moved quickly from theory into reality.

1. Scoring Past Wins

We looked at deals the team had already won.

Then asked a confronting question:

“Knowing what you know now… how would you score that deal?”

The answers were revealing.

Deals that felt like strong wins often had gaps.

They succeeded—but not because the process was tight.

2. Facing the Losses

Next, we looked at lost deals.

Same scoring approach.

No excuses. Just honesty.

This is where the room shifted.

Because patterns started to emerge:

• No clear Economic Buyer
• Weak Champions
• Unclear Decision Process

The losses weren’t random.

They were predictable.

3. The Game Changer: LIVE Deal Inspection

Then we moved to a live deal currently in the pipeline.

This is where everything clicked.

Using a simple scoring model (yes/no across each MEDDPICC element), we calculated a true qualification score.

Not gut feel.

Not optimism.

Not “we’ve always had a good relationship.”

Just data.

And with that came clarity:

• Should we pursue this deal?
• Are we actually qualified?
• What’s missing?
• Where do we need to go deeper?

This wasn’t just useful—it was transformational.

Because pipeline quality improved in real time.

The Biggest Insight

Wins and losses are easy to talk about.

They’ve already happened.

But pipeline truth?

That’s where real sales leadership lives.

The best teams don’t just review outcomes.

They inspect deals while they’re still alive.

Culture > Framework

What stood out most wasn’t the framework.

It was the energy in the room.

Open conversations.

Healthy debate.

A willingness to challenge assumptions.

By 5:15pm, it felt less like the end of a workshop… and more like leaving a good event early.

(And yes, I’m hoping the laughter wasn’t about me.)

Final Thought

MEDDPICC doesn’t improve sales. Behaviour does.

MEDDPICC just gives you the structure to:

• Ask better questions
• Qualify harder
• Forecast more accurately
• And ultimately… win the right deals

This Week’s Scorecard

• Client Impact: High
• Pipeline Clarity: Improved
• Energy Levels: Strong (just in time for Easter)
• Client Satisfaction: Excellent

I’ll be back next week with more insights from the field.

Until then, enjoy the weekend, reset, and come back sharper.

Learn more here: youtube.com/@Steve-Victor