Definition
Win rate is the share of closed sales opportunities, or quotations, that end in a win, usually shown as a percentage.
What is win rate used for?
The usual formula is won ÷ (won + lost) over a period. Leaving open deals out of the calculation keeps the figure fair while deals are still in play. Teams measure it per salesperson, product line or customer type to see where effort converts.
Quotation win rate for one quarter
Example- Quotations won
- 18
- Quotations lost
- 27
- Closed in the quarter
- 45
Win rate (18 ÷ 45)
40%
A very high win rate on very few quotations can mean the team only quotes sure things, so read it alongside quotation volume and value, and the sales cycle.