How to Calculate Close Rate (Closed Funnel)

A closed funnel close rate measures how many deals you won, divided by the total number of deals closed, won or lost.  To calculate a closed funnel close rate, you take the number of closed won deals in a particular time period and divide by the total number of deals won plus lost with a close date in that same period.

For example, if you won 5 deals in September, and lost 10 deals in September, then your closed funnel close rate in September would be 5 / (5 + 10) = 33.3%.

To measure closed funnel close rate with Salesforce data, count the number of opportunities won that have a close date in the period, then count the number of opportunities lost that have a close date in the period.  Then divide the opportunities won by the sum of the opportunities won plus lost.

To measure closed funnel close rate with HubSpot CRM data, count the number of deals won that have a close date in the period, then count the number of deals lost that have a close date in the period.  Then divide the deals won by the sum of the deals won plus lost.

Rekener calculates closed funnel close rates automatically, and can measure it by sales rep, by account, or any other breakdown.  Check out our Sales Rep Scorecard app to see how Rekener calculates closed funnel close rate by sales rep automatically.

Read this article to see how to measure close rate on a cohort basis.

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s entire career has been focused on using BizOps to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its BizOps practice and team. He did the same for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start in BizOps for recurring revenue businesses while at AppNeta.

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