In this exclusive brief, you’ll learn how to develop metrics based on the ‘3 big sales enablement questions’ and better understand the “why” behind rep performance.
This blog post was originally published by Rekener, now a Brainshark company.
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.
Sales scorecards can calculate closed funnel close rates automatically, and can measure it by sales rep, by account, or any other breakdown. Check out our scorecards solution to see how you can calculate closed funnel close rate by sales rep automatically.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.
- Read this article to see how to measure close rate on a cohort basis.