How to use this calculator
- Enter or choose opportunities won.
- Enter or choose opportunities lost to a competitor or alternative.
- Enter or choose no decision or abandoned.
- Enter or choose count no-decision deals as lost.
- Enter or choose value of opportunities won.
- The win rate updates as you type. Use Copy result or Share to keep it.
Method
Win rate = Won ÷ (Won + Lost + No-decision if counted) × 100; By value = Won value ÷ (Won value + Lost value) × 100; Needed = ⌈Target wins ÷ Win rate⌉
- Won, Lost
- opportunities closed in the period
- No-decision
- opportunities closed because the buyer did nothing
Worked example
- Closed = 36 + 64 + 20 = 120; win rate = 36 ÷ 120 = 30%.
- Excluding no-decisions: 36 ÷ 100 = 36%.
- By value: 540,000 ÷ 2,000,000 = 27%.
- For 50 wins: 50 ÷ 0.30 = 166.7, so 167 opportunities.
The team wins 30% of closed opportunities (36% of competitive ones) and needs about 167 opportunities for 50 wins.
What the result means
A value win rate below the count win rate means you win smaller deals more often than large ones. A big gap between the two count rates shows deals stalling rather than being lost, which points at qualification rather than competition.
Assumptions and limits
- All counts cover opportunities closed in the same period.
- Product names such as Salesforce are trademarks of their owners. This calculator is independent, is not affiliated with or endorsed by any CRM vendor, and uses only the figures you enter.
- Open opportunities are excluded; including them in the denominator would understate win rate.
- Small samples give unstable rates.
Questions
Should open opportunities be in the denominator?
No. Win rate measures outcomes, so only closed opportunities count. Open deals have not been won or lost yet.
Is win rate the same as lead conversion rate?
No. Lead conversion measures leads that become customers or opportunities; win rate starts from qualified opportunities.