Today’s modern reps move to new companies and roles every few years (or less). With this ever-shrinking sales talent lifecycle, enablement feels increased pressure to maximize productivity. That means finding better ways to focus and deliver readiness efforts (like training or coaching) when, where and how the sales force works.
This blog post was originally published by Rekener, now a Brainshark company.
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.
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.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.