How to Calculate Opportunity Win Rate

Opportunity Win Rate measures how many opportunities you won, divided by the total number of opps created.  To calculate opportunity win rate, divide the number of closed won deals in a particular time period by the total number of opportunities you created in that period.

How to calculate Opportunity Win Rate

For example, if you created 20 opps in October, and won 8 deals in October, then your Opportunity Win Rate for October would be 8 / 20 = 40%.

Opportunity Win Rate is sometimes called a Rolling Close Rate, because you are measuring it on a rolling basis where you're looking at deals won compared against opps created.

How to calculate Opportunity Win Rate

To measure this metric with Salesforce data, count the number of opportunities that have a created date in the period, then count the number of opportunities won that have a close date in the same period.  Then divide the opportunities won by the opportunities created.

To measure Opportunity Win Rate with HubSpot CRM data, count the number of deals that have a created date in the period, then count the number of deals won that have a close date in the same period.  Then divide the deals won by the deals created.

Sales Rep Scorecards calculate Opportunity Win Rate automatically, and break win rates down by sales rep, so that you can benchmark performance of reps against their peers.

How to Calculate Opportunity Win Rate

Request a data-driven sales assessment with the Rekener team.  We will go through your current sales process to identify places where you can drive better sales performance through analytics and coaching.

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Read this article to see how to measure a closed funnel close rate.

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta. Greg is also a member of the Revenue Collective.

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