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Win Rate Calculator

Win Rate measures how often a sales opportunity that reaches a decision actually closes, one of the clearest signals of sales process health.

Win Rate

30.0%

What This Means

The share of closed opportunities that end up won, one of the clearest signals of sales process health.

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The Formula

Win Rate = (Deals Won / (Deals Won + Deals Lost)) × 100

Why It Matters

Win rate is one of the few sales metrics that isolates process and pitch quality from volume, since it only looks at opportunities that actually reached a decision. A declining win rate with steady pipeline volume usually points to a competitive, pricing, or qualification problem rather than a lead-generation one.

Example

A sales team closes 18 deals and loses 42 in a quarter. Win Rate is (18 divided by (18 plus 42)) times 100, which equals 30%.

Frequently Asked Questions

  • It varies significantly by industry, deal size, and how strictly a team defines a qualified opportunity, so it's most meaningful tracked over time and benchmarked against a rep's or team's own history.

  • Weak qualification that lets unlikely deals into the pipeline, increased competitive pressure, and pricing misalignment with what the market will bear are common causes.

Related Calculators

Sales Cycle Length CalculatorLead-to-Customer Rate Calculator

From the Glossary

Win RateSales Cycle Length
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