Win Rates: Defined

What is our win rate?

This is a common question but there are different ways to calculate so you have to define your terms to get everyone aligned

Win Rate from What Stage?

The ideal place to measure win rate is from your “Sales Accepted” stage, which is where your sales team has qualified the deal and accepted it into their pipeline. ? This is where Sales and Marketing should meet and have their top of funnel goals aligned to.

Separately, you will want to measure your MQL → Pipeline conversion. ? But.. when you judge the effectiveness of your sales team, measure from Pipeline to “Closed Won”

Over What Time Period?

Once you are aligned that you want to measure win rate from Pipeline to Closed Won, then you need to think through the time period to measure.? There are two ways to measure this.? Each has pros and cons for where you use it.??