How to Calculate Cohort-Based Close Rate

A cohort-based close rate measures how many deals you won, divided by the total number of opps created.  To calculate a cohort-based close rate, you take the number of closed won deals that were created in a particular time period and divide by the total number of opportunities you created in that period.

How to Calculate Cohort-Based Close Rate

For example, if you created 10 opps in September, and have won 6 of them, then your cohort-based close rate from September would be 6 / 10 = 60%.

To measure cohort-based close rate 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 created date in the same period.  Then divide the opportunities won by the opportunities created.

To measure cohort-based close 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 created date in the same period.  Then divide the deals won by the deals created.

Rekener calculates cohort-based 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 cohort-based close rate by sales rep automatically.

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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