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Pipeline & funnel
Win rate
Deals won as a share of deals closed (won plus lost). The single most-used measure of how well the sales motion converts.
Owned by: Entry sales analystTest band: Entry sales analyst
The formula
Win rate % = Won ÷ (Won + Lost)
In practice
Exclude open deals from the denominator, and decide whether "no decision" counts as a loss — it usually should. Segment it by source, size, and rep before drawing conclusions.
The kind of thing the test asks
- This quarter: 40 deals won, 60 lost, 30 still open. What is the win rate?