BANT and MEDDPICC qualification template
BANT and MEDDPICC are two ways to qualify a sales opportunity. BANT checks budget, authority, need and timeline; MEDDPICC checks metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion and competition. This free Excel template scores each criterion 0, 1 or 2, calculates the deal's status and shows the question to ask for its weakest criterion.
Excel file (.xlsx), five sheets, formulas ready for 2,000 opportunities.
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Enter scores, the next question appears
The table comes from the sample data in the file. Change a criterion score and the status, the weakest criterion and the question recalculate.
| Opportunity | Company | Owner | Stage | Amount | Expected close | BANT % | MEDDPICC % | Status | Weakest criterion | Next question |
|---|---|---|---|---|---|---|---|---|---|---|
| Sample opportunity 01 | Sample company A | Sales rep 1 | Negotiation | 420,000 | 2026-11-27 | 100% | 88% | Qualified | Competition | Which other options are you looking at for this? |
| Sample opportunity 02 | Sample company B | Sales rep 2 | Proposal | 185,000 | 2026-12-11 | 75% | 38% | Weak | Economic buyer | Who approves the budget for this investment? |
| Sample opportunity 03 | Sample company C | Sales rep 3 | Needs analysis | 96,000 | 2027-01-15 | 50% | 25% | Weak | Economic buyer | Who approves the budget for this investment? |
| Sample opportunity 04 | Sample company D | Sales rep 1 | Contract | 640,000 | 2026-11-13 | 100% | 100% | Qualified | All confirmed | Confirm the close plan and the signature date with the customer. |
| Sample opportunity 05 | Sample company E | Sales rep 4 | Discovery | 58,000 | 2027-02-05 | 13% | 6% | Weak | Metrics | If this project works, which number changes? |
| Sample opportunity 06 | Sample company F | Sales rep 2 | Proposal | 230,000 | 2026-12-18 | 88% | 69% | Keep working | Paper process | After the decision, how do the contract and the purchase order move forward? |
| Sample opportunity 07 | Sample company G | Sales rep 3 | Needs analysis | 142,000 | 2027-01-08 | 63% | 50% | Keep working | Economic buyer | Who approves the budget for this investment? |
| Sample opportunity 08 | Sample company A | Sales rep 1 | Negotiation | 315,000 | 2026-12-04 | 88% | 81% | Qualified | Champion | Who will speak for this project inside the company? |
| Sample opportunity 09 | Sample company H | Sales rep 4 | Discovery | 74,000 | 2027-02-19 | 25% | 13% | Weak | Metrics | If this project works, which number changes? |
| Sample opportunity 10 | Sample company I | Sales rep 2 | Proposal | 268,000 | 2026-12-23 | 88% | 50% | Keep working | Economic buyer | Who approves the budget for this investment? |
BANT filters, MEDDPICC goes deeper
The template scores both methods on the same row. The status reads them together.
- BANT: four criteria
- Budget, authority, need and timeline. Asked in the first or second call, it tells you whether the deal is worth pursuing.
- MEDDPICC: eight criteria
- Asks for the success metric, the person who signs off the budget, the decision and signature steps, an internal champion and the competition. Built for long sales with several decision makers.
- Both together
- The BANT share shows the deal's foundation; the MEDDPICC share shows how ready it is to close.
Each criterion scores 0, 1 or 2
The score shows how far a criterion is confirmed. The score comes from what the customer said or wrote.
- 0: unknown
- Not asked yet, or no answer. An empty cell also counts as 0.
- 1: partly confirmed
- One person mentioned it but it is not verified, or details are missing. For example, there is a budget but no amount.
- 2: confirmed
- The customer said it clearly or put it in writing. It matches the "confirmed when" column in the table.
Criteria and the questions to ask
The same table as the Criteria sheet in the file. When a criterion is weak, open the next call with its question.
| Criterion | What it means | Confirmed when | Question to ask |
|---|---|---|---|
| Budget (BANT) | Money the customer has set aside, or can set aside, for this purchase. | The amount or range is known, and which budget line pays for it. | Is there a budget for this, and in what range? Whose budget, or which year's budget, will it come from? |
| Authority (BANT) | Who makes the purchase decision. | The decision maker is known and takes part in the conversations. | Besides you, who approves this decision? Who signed off the last similar purchase? |
| Need (BANT) | The concrete business problem the customer wants to solve. | The customer described the problem in their own words and said what happens if it stays unsolved. | What put this on the agenda now? If nothing changes, where will you be in six months? |
| Timeline (BANT) | When the customer wants to decide and get started. | The decision date is known, and the event that sets it. | By when does this need to be up and running? What sets that date: a season, an audit, a contract that ends? |
| Metrics (MEDDPICC) | The number the customer will use to measure success. | The customer gave today's value and the target value as numbers. | If this project works, which number changes? What is that number today, and what is your target? |
| Economic buyer (MEDDPICC) | The person who approves the budget and has the final say. | You have met the economic buyer at least once and know their priorities. | Who approves the budget for this investment? Could we set up a thirty-minute call with them? |
| Decision criteria (MEDDPICC) | The criteria the customer will use to compare offers. | The customer listed the criteria, in writing or out loud. | How will you compare the offers you receive? Which of those criteria is a must-have for you? |
| Decision process (MEDDPICC) | The steps and people an offer goes through until it is approved. | The steps, their order and the date of each step are known. | Once you have our proposal, what steps does the decision go through? Who is involved at each step, and when? |
| Paper process (MEDDPICC) | What it takes after the decision: contract, purchase request and signature. | The contract and order steps, their owners and their lead times are known. | After the decision, how do the contract and the purchase order move forward? Is a supplier registration or legal review needed, and how many days does it take? |
| Identify pain (MEDDPICC) | The costly business problem that makes the customer act. | The cost or impact of the problem was described with a number or a concrete example. | What does this problem cost you each month? Which team feels it most in their daily work? |
| Champion (MEDDPICC) | The person on the customer side who argues for the project and is listened to. | The champion shares inside information and has introduced you to the decision makers. | Who will speak for this project inside the company? What do you need from us to present it to management? |
| Competition (MEDDPICC) | The other options the customer is looking at: other vendors, their own team, or changing nothing. | The competitors are known, and what the customer thinks of them. | Which other options are you looking at for this? Is changing nothing this year also an option? |
Qualified, Keep working, Weak
The thresholds sit on the Settings sheet, and your team adjusts them to its own sales process. The status checks the Qualified rule first, then Keep working.
| Status | Default rule | What to do |
|---|---|---|
| Qualified | BANT at least 75% and MEDDPICC at least 75% | Write the close plan together with the customer and add the deal to the forecast. |
| Keep working | BANT at least 50% and MEDDPICC at least 40% | Put the next question on the agenda of the next call. Send the proposal once the missing criterion is clear. |
| Weak | Every other opportunity | Collect the missing information in one call. If you cannot, mark the deal lost and give the time to qualified ones. |
How to use the template
- 1
List your open opportunities
Export open deals from your CRM or sales sheet: name, company, owner, stage, amount and expected close date. Paste them into columns A–F of the Opportunities sheet.
- 2
Score every criterion
Enter 0, 1 or 2 in columns L–W. The deal owner scores; the sales manager asks for the evidence in the weekly meeting.
- 3
Ask the next question
The question in column K is for the deal's weakest MEDDPICC criterion. Put it on the agenda of the next call and update the score with the answer.
- 4
Start from the summary
The Summary sheet shows the count and amount per status and the criterion your team most often leaves weak. Open the weekly sales meeting with that criterion.
Excel file (.xlsx), five sheets, formulas ready for 2,000 opportunities.
We confirm your email address with a code. The file downloads and a copy arrives in your inbox.
What is in the file
- How to use
- Steps for use, the 0–2 scale and how each result is calculated.
- Opportunities
- Where you enter deal details and score the twelve criteria. BANT %, MEDDPICC %, status, weakest criterion and next question come from formulas.
- Criteria
- Each criterion's definition, what counts as confirmed and two questions. The ask order for tied scores is here too.
- Settings
- Status thresholds: the minimum BANT and MEDDPICC share for Qualified and Keep working.
- Summary
- Count and amount per status, average scores and the criterion your team most often leaves weak.
From qualification to pipeline
In PureField CRM, leads are qualified and converted into opportunities or customers. Opportunities move through pipeline stages. PureField CRM
Frequently asked questions
What is BANT?
What is MEDDPICC?
What is the difference between BANT and MEDDPICC?
Can I change the status thresholds?
Which programs open the template?
Why do you ask for an email address?
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