RodokThe formula
Win rate = deals won ÷ (deals won + deals lost).
How to use it
- Leave out deals still open: they have no result yet.
- Calculate it by source, by deal size and by rep. A single overall number hides most of what is useful.
- Compare periods of the same length so the numbers are comparable.
Frequently asked questions
What is a good win rate?
It varies by market, deal size and how well leads are qualified. Compare against your own history and by lead source rather than against a single industry figure.
Should lost deals include deals that went silent?
Yes, once you close them out as lost. Leaving them open inflates your pipeline and makes the win rate look better than it is.