Closing Percentage Report
Analyze win rates across salespeople, time periods, and project types to understand sales effectiveness.
Accessing the Report
Reports > Sales > Closing Percentage submenu:
- By Sales Person - Individual win rates
- Graphs - Visual trend analysis
Key Metrics
| Metric | Description |
|---|---|
| Total Opportunities | Projects that reached proposal stage |
| Won | Projects successfully closed |
| Lost | Projects not won |
| Closing % | Won ÷ Total Opportunities × 100 |
| Won Value | Total contract value of wins |
| Lost Value | Estimated value of losses |
Calculation Method
Closing Percentage = (Won Projects ÷ Total Decided Projects) × 100
Total Decided = Won + Lost (excludes still-open opportunities)
Available Filters
| Filter | Description |
|---|---|
| Date Range | Close date or decision date |
| Salesperson | Individual or all |
| Opportunity Type | Project category |
| Lead Source | Marketing channel |
| Lost Reason | Filter by why deals were lost |
Report Views
By Salesperson Table
| Column | Description |
|---|---|
| Salesperson | Team member name |
| Opportunities | Total proposals/bids |
| Won | Number won |
| Lost | Number lost |
| Closing % | Win rate |
| Won Value | Revenue from wins |
Graphical View
Charts showing:
- Closing percentage by salesperson (bar chart)
- Trend over time (line chart)
- Won vs. Lost distribution (pie chart)
Interpreting Results
Benchmark Ranges
| Rating | Closing % |
|---|---|
| Excellent | > 40% |
| Good | 30-40% |
| Average | 20-30% |
| Needs Improvement | < 20% |
Benchmarks vary by industry and project type.
Factors Affecting Closing Rate
Higher closing rates often indicate:
- Strong lead qualification
- Effective sales process
- Competitive pricing
- Good product-market fit
Lower closing rates may suggest:
- Poor lead quality
- Pricing issues
- Competitive gaps
- Sales process problems
Analysis Tips
Compare Apples to Apples
- Filter by opportunity type for fair comparison
- Consider deal size differences
- Account for market conditions
Look Beyond the Number
- High closing % with few opportunities may be underperforming
- Lower closing % with high volume may generate more revenue
- Consider average deal size alongside win rate
Trend Analysis
- Is closing percentage improving or declining?
- Seasonal patterns?
- Impact of process changes?
Export Options
Click Export CSV to download data for:
- Performance reviews
- Compensation analysis
- Historical tracking
Common Use Cases
- Sales coaching: Identify reps who need help
- Process improvement: Find where deals are lost
- Compensation planning: Factor into bonus calculations
- Forecasting: Apply realistic close rates to pipeline
Tips
- Track over time to identify trends
- Break down by lead source to find quality leads
- Compare to industry benchmarks
- Review lost reasons to improve process
Related Reports
- Sales Person Scorecard - Full rep metrics
- Conversion Funnel - Stage-by-stage analysis
- Open Projects - Lost project details