Hiring an enterprise AE? Every candidate we send has passed this.
Enterprise AE assessment: the MEDDICC case study. A 30-minute voice call for a senior enterprise AE. It tests whether they can apply MEDDICC to a live deal, not recite it.
A sales expert assesses every candidate. Our AI does the listening, so nothing gets missed.
What it tests.
Enterprise selling is qualification and orchestration over months, not minutes. This assessment puts a senior AE into a complex deal and tests whether they can apply MEDDICC, MEDDPICC or their own method to a live situation, plan the account, multi-thread, and negotiate without giving the deal away.
We test application, not recitation. The candidate who can run the metrics, find the economic buyer and map the decision process scores well. The one who lists the letters does not.
Who it is for.
For enterprise and strategic AE roles at £100k+ ACV, with long multi-stakeholder cycles of six to nine months, a real economic buyer and procurement. Built for teams that run MEDDIC, MEDDICC or MEDDPICC and want it tested in application, not on paper.
What we look for.
Four behaviours, each read with a direct quote behind it.
Do they map the whole buying committee, not one champion?
Do they take a steer and re-plan the deal?
Do they carry executive presence in the room?
Do they hold a six-month cycle together through the wobble?
Common questions.
Is this just a MEDDICC quiz?
No. We test whether a candidate applies a qualification method to a live, messy deal, not whether they can list the letters. The scenario forces real choices about the economic buyer, the decision process and the metrics that matter.
How does it handle a six-month enterprise cycle in 30 minutes?
It compresses the decisive moments of a complex deal into one working session: where they qualify, where they multi-thread, where they negotiate. That is enough to read whether the orchestration instinct is there.
What does the hiring team get back?
A fit report against your enterprise role, a read on qualification, account planning and negotiation with evidence, and interview probes for the gaps worth pressure-testing in person.
Bring us the role.
Thirty minutes with a sales person. We scope the role, run this assessment on real candidates, and send you a shortlist with the evidence.