# Win Rate Calculator

> Enter your stage-by-stage deal counts to get your overall win rate and your biggest stage-conversion leak, benchmarked against typical ranges by deal size and industry.

Free calculator/tool for sales reps. Topic: [Metrics, Analytics & RevOps](https://www.peerlab.ai/library/topic/metrics-analytics-revops/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/win-rate-calculator/

## How to use it

Fill in your stage counts for a fixed period (e.g., last quarter), compute the overall rate and each stage's conversion percentage, and treat your lowest-converting stage as the named skill to prioritize next.

## What's inside

- The core win rate formula
- A stage-by-stage conversion worksheet to find your biggest leak
- Instructions mapping each leak to the named skill that fixes it
- Illustrative benchmark ranges by deal size (transactional / mid-market / enterprise)
- Illustrative benchmark ranges by industry vertical
- A count-vs-dollar-weighted win rate accuracy check
- Guidance for interpreting a divergence between the two

## The formula

**Win Rate = Closed-Won Opportunities ÷ (Closed-Won + Closed-Lost Opportunities) × 100**

## Step 1, Overall win rate

| Input | Your number |
|---|---|
| Closed-Won opportunities (period) | ______ |
| Closed-Lost opportunities (period) | ______ |
| **Win Rate = Won ÷ (Won + Lost) × 100** | ______ % |

## Step 2, Stage-by-stage conversion (find your biggest leak)

Fill in opportunity counts for a fixed period (e.g., last quarter):

| Stage | Opportunities entering stage | Advanced to next stage | Stage conversion % |
|---|---|---|---|
| Qualified / Discovery | ______ | ______ | ______ % |
| Proposal / Demo | ______ | ______ | ______ % |
| Negotiation | ______ | ______ | ______ % |
| Closed-Won | ______ |: |: |

**Stage conversion % = advanced ÷ entering × 100**

Your **lowest stage-conversion %** is your biggest leak: and it usually maps directly to a named skill:

- Low **Discovery → Proposal** conversion → **Discovery** skill gap (pain/impact isn't being established well enough to justify a proposal)
- Low **Proposal → Negotiation** conversion → objection handling or value-articulation gap
- Low **Negotiation → Closed-Won** conversion → **Negotiation** skill gap (terms stall out, discounting without trades, or decision-maker access issues)

## Step 3, Accuracy check: count-weighted vs. dollar-weighted

| | Formula | Your number |
|---|---|---|
| Count-weighted win rate | Won ÷ (Won + Lost), by deal count | ______ % |
| Dollar-weighted win rate | Won $ ÷ (Won $ + Lost $) | ______ % |

**If these two numbers diverge by more than 10 points**, you're winning and losing different-sized deals than your headline rate suggests:

- Count-weighted much higher than dollar-weighted → you're winning small deals and losing big ones. Usually a **negotiation** and multi-stakeholder **discovery** gap on larger, more complex deals.
- Dollar-weighted much higher than count-weighted → you're winning big and losing small. Often a **prioritization/qualification** issue, reps aren't disqualifying poor-fit small deals early enough.

## Benchmark ranges (general industry patterns: use as context, not a hard target; your own trend quarter-over-quarter matters more)

**By deal size:**

| Deal size (ACV) | Typical win rate range |
|---|---|
| Transactional (< $5k) | 25–35% |
| Mid-market ($5k–$50k) | 20–30% |
| Enterprise (> $50k) | 15–25% |

**By industry (illustrative general ranges):**

| Industry | Typical win rate range |
|---|---|
| SaaS / Software | 20–30% |
| Professional / Managed Services | 30–45% |
| Hardware / Capital Equipment | 15–25% |
| Financial Services / Insurance | 25–35% |

*Win rate naturally runs lower as deal size and sales-cycle complexity increase: more stakeholders, more competitive scrutiny, longer negotiation. Compare yourself to your own historical baseline first; use the tables above only as a sanity check.*