Win rate calculator

Win rate shows how often a deal ends in a sale once the customer has decided. Use it to find where the team loses deals: a falling win rate with steady inquiries points at qualification or the proposal, and more advertising will not fix that.

Two other numbers lean on it. The forecast multiplies open pipeline by your win rate, and pipeline coverage depends on it: the lower the rate, the more open deals the same target needs.

Win rate = won ÷ (won + lost) × 100%. Count closed deals only. Open deals stay out of both parts, because nobody has decided on them yet. Put them in the denominator and the rate climbs by itself as old deals close.

In your CRM, filter deals by close date, not by creation date, and use one period for both numbers. Four or eight weeks work better than one week, which holds too few decisions. Before you count, close the dead deals nobody has touched for weeks and give each a loss reason. Count the team first, then each seller.

Read the rate next to the number of decided deals. Example (invented numbers): 9 won and 21 lost give 30% on 30 decisions, enough to discuss. Three wins out of five is 60%, and it can be luck. Start with a simple rule and test it: below ten decided deals, mark a seller's rate as early and do not compare it yet.

Per seller, the rate shows who needs what. A seller with many decisions and a low rate needs help in the conversation. A seller with a high rate and few decisions needs more inquiries. It is calculated from the Seven weekly numbers: your sales count gives the won deals, and the lost ones come from the CRM. Read it once a month, over the last eight weeks.

• Leaving open deals in the denominator, or counting them as lost.
• Mixing periods: deals won this month against deals lost over the whole quarter.
• Putting referrals and cold inquiries into one rate. They win at different rates, so split by channel before you draw conclusions.
• Closing lost deals without a reason. The rate then shows how much you lose and never why.

By Friday, count won and lost deals for the last eight weeks per seller, write each rate next to its number of decided deals, and ask for a loss reason on the five latest lost deals that have none.