Frameworks

The models behind the Maxims.

A Maxim is a line. A framework is what you do on Monday. These are the ones I actually run.

MEDDPICC

Eight questions that tell you whether a deal is real, where it is weak and what to do next.

Use it when: Use it on every opportunity you are working or forecasting, from the first discovery call to signature.

A short set of asks that proves whether your Champion is real before you forecast on them.

Use it when: Use it whenever a deal rests on one person inside the customer, and again before that deal enters commit.

A decision rule for walking away from deals that fail qualification, so your time goes where it wins.

Use it when: Use it when a deal has a MEDDPICC gap that has not moved in weeks and you are still forecasting it.

A weekly rhythm for examining the deals that matter against MEDDPICC and judging the decisions inside them.

Use it when: Use it when you lead sellers and need a forecast built on evidence rather than on what each rep says about their deals.

A model for profiling a team honestly and putting leadership time where it compounds.

Use it when: Use it when you are deciding where your coaching time goes, or when a team's effort and its results do not match.

A way of reviewing performance that separates the quality of a decision from the luck in its result.

Use it when: Use it in any review of a deal, a quarter or a person, when the result is in and the temptation is to work backwards from it.

Pick the few inputs that predict the result and coach those, because the result itself cannot be coached.

Use it when: Use it when most of your coaching conversations start with the attainment number and end without a changed behaviour.