Sales win rate calculator
Enter your closed deals to see your sales win rate. The numbers stay in your browser. Nothing is sent anywhere.
You win about 1 in 4 of the deals you close.
What is win rate
Win rate is the share of your closed deals that you won. You take the deals you won and divide them by all the deals that closed, won and lost together. Open deals that are still in the pipeline do not count.
It is one of the clearest measures of how well your sales process turns real opportunities into customers. A higher win rate means your team spends less effort to close the same revenue.
How to calculate win rate
The formula is deals won divided by total closed deals, then multiplied by 100 to get a percent. If you won 24 deals and lost 72, you closed 96 deals and your win rate is 25 percent.
Pick a fixed period so the number means something. Most teams look at win rate by month or by quarter, and often by rep, by lead source, or by deal size to see where they close best.
How to improve your win rate
Qualify harder at the top. A lower volume of better fit deals usually beats a flood of weak ones. Track win rate by lead source so you can send more of what closes.
The hard part is trusting the number. If your CRM makes reps log deals in ways that do not match how you sell, your win rate is noise. A CRM built around your real pipeline stages keeps the data clean enough to act on.
What is a good win rate
Win rate swings a lot by how a deal reaches you and how big it is, so use these as general orientation, not a target to hit exactly.
| Deal type | Typical win rate |
|---|---|
| Inbound, small business | 20 to 30 percent |
| Mid market, outbound sourced | 15 to 25 percent |
| Enterprise, long cycle | 10 to 20 percent |
| Warm referral or repeat customer | 40 to 60 percent |
| Competitive RFP | 10 to 15 percent |
These are general ranges to orient you, not a guarantee. Your numbers depend on your market, deal size, and how you sell.
How to improve your sales win rate
Qualify harder at the top
A smaller set of well fit deals almost always closes at a higher rate than a wide funnel padded with weak ones. Turning away a bad fit early protects the number.
Track win rate by lead source
Break the number out by where the deal came from, inbound, referral, outbound, event. Put more effort behind the sources that already close well.
Tighten discovery
Deals that skip real discovery tend to stall or lose late once budget and authority surface. A short, consistent discovery process catches that earlier.
Multithread every deal
Deals with only one contact lose more often to no decision or a champion who changes roles. Get to more than one stakeholder before you propose anything.
Standardize loss reasons
A short, fixed list of loss reasons, logged the same way every time, turns your loss column into a pattern you can act on instead of a pile of notes.
Use a CRM that matches your real pipeline
If your stages and close reasons do not reflect how your team actually sells, reps log deals inconsistently and the win rate number cannot be trusted. A CRM built around your real process keeps the data clean enough to act on.
Frequently asked questions
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