what is win rate in sales
Wins over the opportunities you name
What is win rate in sales is wins divided by the opportunities you name. Knockdesk is field sales software that stores win_rate on deals as won divided by won plus lost. Close rate is different if the base is sits or conversations instead of closed deals. Write the base before anyone reads a percent.
Book a Walkthrough| Rate | What you count | Formula |
|---|---|---|
| Win rate | Wins, then the opportunities you name | Wins / named opportunities |
| On this desk | Won deals, then won plus lost | win_rate = won / (won + lost) |
| Close rate | Closes, then sits or conversations | Closes / appointments, or closes / conversations |
| Open deals | Still in the pipeline | Not in the win_rate base unless you say they are |
| Rule | Pick one base and keep it | Do not mix lost deals and knocks in the same week |
The base
A win rate without a named opportunity set is a Friday argument
Two managers can both say they win 40 percent. One counted closed deals. One counted every sit. What is win rate in sales only holds if you name the opportunities. On Knockdesk deals, the named set is won plus lost. Open deals stay out. Close rate still needs its own denominator. Same wins can print three percents.
Closed deals as the base
Won / (won + lost). That is win_rate on this desk. Open deals do not shrink the percent.
Sits as the base
That is close rate on appointments. Do not relabel it win rate unless that is the base you chose.
All deals as the base
Wins / (won + lost + open). A third story. Name it. It is not the desk's win_rate.
Eight wins
Twelve lost, ten open, three percents from one pile
A crew records 8 won deals, 12 lost deals, and 10 still open. Win rate on closed deals is 8 / (8 + 12) = 40 percent. That is win_rate. If someone divides 8 by all 30 opportunities, they get about 26.7 percent. If someone uses 40 sits as the base, close rate is 8 / 40 = 20 percent. Same eight wins. Name which base you mean.
| Named base | Numbers | Rate |
|---|---|---|
| Won + lost | 8 / 20 | 40%. win_rate on this desk. |
| Won + lost + open | 8 / 30 | About 26.7%. Open deals diluted it. |
| Sits (close rate) | 8 / 40 | 20%. A different formula. |
Nearby words
Win rate is the closed pile. Close rate is the table. Contact rate is the walk.
Close rate is closes over the conversations or appointments you name. Contact rate is contacts over knocks. Win rate starts after you have named an opportunity, then a win. Mixing those three into one percent hides whether the stall is the door, the sit, or the deal.
- Close rate
Closes over sits or conversations. Different base, different rate.
- Contact rate
Contacts over knocks, before anyone names an opportunity.
- Field sales KPIs
How win rate sits with coverage, pace, and the walk.
On the desk
How Knockdesk tracks it
Deal analytics stores win_rate as won deals divided by won plus lost. Open deals stay out of that base. Sold and Appointment Set still live on the visit. You name close rate separately. Full desk is on the pricing page.
Route
Sample
Driving order on held turf. 4.2 mi · 28 min.
- 1418 Oak AveOpen
- 222 Harbor RdOpen
- 390 Pine CtDone
Related
Keep going from the base
- Field sales glossary
The hub this term opens from.
- Close rate
Closes over sits or conversations. Write that denominator too.
- Field sales KPIs
Win rate next to contact rate, coverage, and pace.
- Pricing
Full desk is on the pricing page.
FAQ
Frequently asked questions
What is win rate in sales?
Win rate in sales is wins divided by the opportunities you name. Write the base. A percent without that name is not a win rate.
What base does Knockdesk use?
On deals, win_rate is won divided by won plus lost. Open deals are not in that denominator.
Is win rate the same as close rate?
Only if you named the same base. Close rate is closes over sits or conversations. Win rate on this desk is won over closed deals. Same wins can print two percents.
Should I include open deals?
Not in win_rate. Including open deals is a third formula. Name it if you use it. Do not call it the desk's win rate.
How do you recompute the example?
8 won, 12 lost, 10 open. Win rate is 8 / 20 = 40 percent. 8 / 30 is about 26.7 percent. Close rate on 40 sits is 8 / 40 = 20 percent.
Where do I read this on Friday?
Read won and lost on the pipeline. Name win_rate as won over won plus lost before you export a file.
How much does Knockdesk cost?
Full desk is on the pricing page. A free trial is not open.
Book the base
Bring the 40 percent that changes when someone counts the open deals.
We will name wins against won plus lost, keep close rate on its own base, and price Full desk. A free trial is not open.
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