Win rate, explained
Win rate measures how often a sales team closes the opportunities it works. The standard formula is deals won divided by deals closed, where closed means won plus lost, over the same period. If a team closed 50 deals last quarter and won 15 of them, its win rate was 15 divided by 50, or 30 percent. Deals still open are left out, because they have not been decided yet.
Win rate is different from conversion rate. Conversion usually starts from all leads, including people who were never real buyers, so it mixes marketing quality with sales skill. Win rate starts from qualified opportunities in the pipeline, so it says more about how well the team sells once a buyer is serious. Looked at by salesperson, product, source or deal size, it shows where the team is strong and where deals slip away.
Two habits inflate the number. One is never marking deals as lost, so they sit open for ever and only wins get closed. The other is creating deals only when a sale is nearly certain. Both make the rate look high while hiding the losses you could learn from. Close stale deals as lost with a reason, and compare win rate across the same kinds of deals each quarter. DigiPix Flow's CRM reports show how many deals you win, with a reason behind every loss.