Glossary

Sales funnel win rate

What is sales funnel win rate?

The sales funnel win rate is a key measurement of success in developing opportunities from funnel stages to won bookings.

Why is sales funnel win rate important to measure?

The sales funnel win rate serves as a crucial indicator of success when it comes to securing sales opportunities at different stages of the funnel.

The sales funnel win rate is the proportion of opportunities that are closed-won of all opportunities that were closed and passed through a certain sales funnel stage. This metric provides a measure of success in winning opportunities per each stage of the sales funnel, indicating the likelihood of ultimately winning an opportunity given its’ current funnel stage.

How is sales funnel win rate calculated?

This metric can be calculated and presented in various ways:

Sales funnel win rate (ARR)

The sum ARR amount of successfully closed opportunities compared to the total ARR of closed opportunities that passed through a sales funnel stage.

Sales funnel win rate (TCV)

The sum of all successfully closed opportunities' contract values (TCV) compared with the total TCV of all closed opportunities that passed through a sales funnel stage Sales Funnel

Win rate ( # )

The number of closed-won opportunities divided by the number of all closed opportunities that passed through a sales funnel stage

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Rate metric

Sales funnel win rate compares the amount of won opportunities to the total amount opportunities that were in a given stage (in period or by cohort), for each stage of the sales funnel

Sales funnel win rate (%)

Opportunities won, that existed in the funnel stage during the period (#/$)

All opps that existed in the funnel stage during the period (#/$)

By cohort

Cohort opportunities (entered stage during period) that were won at any time after period (#/$)

All cohort opportunities (#/$)