Opportunity win rate by stage

The share of all closed opportunities that passed through the sales funnel stage at one point and were won in the period.

What is Opportunity Win Rate by Stage?

Opportunity Win Rate by Stage is a crucial business metric that measures the success rate of converting opportunities at different stages of the sales funnel. Instead of looking at the overall win rate, this metric provides insights into how likely a deal will close given that it reached a specific stage of the sales funnel.

Why is Opportunity Win Rate by Stage Important to Measure?

Opportunity win rate by stage is of utmost importance for businesses seeking to optimize their sales performance and revenue generation. By analyzing win rates at each stage of the sales funnel, companies can pinpoint strengths and weaknesses in their sales process. For instance, if the win rate is low at the early stages, it may indicate that the lead qualification process needs improvement or that the sales team requires additional training. On the other hand, a lower win rate at the closing stages could signal issues with negotiations or the need for a more compelling value proposition. Moreover, this metric enables sales managers to identify which stages are performing well and which stages might require more attention and resources.

How is Opportunity Win Rate by Stage Calculated?

Opportunity win rate by stage is calculated by dividing the number of successfully closed opportunities that passed through the sales funnel stage by the amount of all closed opportunities that passed through that stage within a given period. Opportunity win rate by stage can be calculated as a share of the number of opportunities (Count), their Total Contract Value (TCV), or their associated Annual Recurring Revenue (ARR).

Formula

Opportunity Win Rate by Stage (%) =Closed won opportunities that passed through the sales funnel stageAll closed opportunities that passed through the sales funnel stage