How to Calculate Value Per Opportunity

How to Calculate Value Per Opportunity
September 18, 2018

This blog post was originally published by Rekener, now a Brainshark company.

Value per opportunity measures the expected amount you would win from an opportunity you create.  To calculate value per opportunity, you multiply your close rate by your average selling price (ASP).

For example, if your close rate is 35% and your ASP is $10,000, then your value per opportunity would be 35% x $10,000 = $3,500.  You would expect to win $3,500 for every opportunity you created.

Value per opportunity measures the expected amount you would win from an opportunity you create.

To measure value per opportunity with Salesforce data, you first need to calculate close rate and ASP from your Salesforce data.  

  • 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 ASP with Salesforce data, take the sum of the Amount from closed won opportunities that have a close date in the period you are looking at, and divide by the number of opportunities won that have a close date in the period you are looking at.

Once you’ve calculated both close rate and ASP with your Salesforce data, just multiply the two together to get your value per opportunity.

To measure value per opportunity with HubSpot CRM data, you first need to calculate close rate and ASP from your HubSpot CRM data.  

  • 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.
     
  • To measure ASP with HubSpot CRM data, take the sum of the Amount from closed won deals that have a close date in the period you are looking at, and divide by the number of deals won that have a close date in the period you are looking at.

Once you’ve calculated both close rate and ASP with your HubSpot CRM data, just multiply the two together to get your value per opportunity.

Sales scorecards can automate value per opportunitiy calculations, and can break this value per opportunity down by sales rep, opportunity type, industry, product, or any other dimension.  Check out our scorecards solution to learn how you can calculate value per opportunity 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.