Supported qualification frameworks
Choose one when you create the room. It is shown on every deal so the team scores against the same criteria.
- BANT: Budget, Authority, Need, Timeline
- MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- CHAMP: Challenges, Authority, Money, Prioritization
- GPCT: Goals, Plans, Challenges, Timeline
- Custom: Your own qualification criteria
Reading the result
A deal in the top-right of the matrix, with both averages at 4 or above, is ready to push. High qualification with low stage confidence usually means a good opportunity that the buyer has not engaged with yet. The most useful signal is often a single outlier: one rep scoring a 2 while the rest say 4 tends to know something the others do not, such as a missing budget owner or a competitor in the deal. Ask them before you move the deal forward.
When to use it
- Weekly pipeline review: queue the deals closing this quarter and work through them in one session.
- Forecast calls: check whether the team believes a deal belongs in commit before it goes up the chain.
- Stage-gate decisions: agree as a team when a deal is ready to move from discovery to proposal.
Frequently asked questions
What is a team deal qualification vote?
Instead of the account owner deciding alone whether a deal is real, everyone in the deal review scores it at the same time. Hidden votes stop the most senior or most optimistic person in the room from anchoring everyone else.
What is the difference between qualification and stage confidence?
Qualification asks whether this is a good opportunity at all, judged against your framework. Stage confidence asks whether the buyer is engaged enough to move the deal to the next pipeline stage now. A deal can score well on one and badly on the other, which is why the results plot both.
What do the results mean?
For qualification, 4 and above reads "Strong opportunity - Prioritize pursuit", 3 and above "Moderate fit - Proceed with caution", and lower "Weak qualification - Consider de-prioritizing". For stage confidence the same thresholds read "Ready to progress", "Some concerns" and "Not ready".
Do reps need an account?
No. Create a room, share the link or room code, and your team joins with just a name. Managers and observers can join as spectators so their view does not count toward the score.
Can I keep a record of the session?
Yes. Every reviewed deal is saved to the room history with both averages and the number of voters, and you can export the meeting minutes when you are done.
Related
- Agile sales - running sales teams in sprints
- Confidence Pulse - a quick 1 to 5 confidence vote on any plan or decision
- Meeting Cost Calculator - what your pipeline review costs per week