INTRODUCTION
If your organization wants to provide incentives based on higher win percentages to your Sales representatives, here’s how to build a report.
Opportunity Win Rate: It refers to the percentage of sales opportunities that result in a successful sale or closed deal. It is a key performance metric used to evaluate the effectiveness and efficiency of a sales team or organization in converting potential opportunities into actual revenue.
Opportunity Loss Rate: Also known as the opportunity failure rate, refers to the percentage of sales opportunities that do not result in a successful sale or closed deal. It measures the rate at which potential opportunities are lost or not converted into revenue.
REPORT AND FORMULA
1. Create a new Report using the Opportunity report type (using Summary Format).
2. In the Report Builder, select the following Fields:
Opportunity owner
Amount
Won
Closed
Opportunity name
Stage
3. Summarize the report by Opportunity Owner.
4. Create 2 Custom Summary Formulas on this report.
4.A. Column name: Win Rate %
a. Format: Percent
b. Where will this formula be displayed?: All summary levels
c. Formula: WON:SUM / CLOSED:SUM
4.B. Column name: Loss Rate %
a. Format: Percent
b. Where will this formula be displayed?: All summary levels
c. Formula: (CLOSED:SUM – WON:SUM) / CLOSED:SUM
6. Click Save.