Don’t Confuse Win Rate and Pipeline Conversion Rate – Steve Rietberg

in Blog by

Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. “Win rate” has become a generic term used when managers or leaders are looking to quantify a seller or team’s success at closing deals. Win rate is a suitable metric for that purpose, but its value in predictive analytics and forecasting is limited. Sometimes when a business leader is inquiring about win rate, they really need a pipeline conversion rate.

Source: Don’t Confuse Win Rate and Pipeline Conversion Rate – Steve Rietberg

Tags:

Leave a Reply

Latest from Blog

FedBizOpps is Almost Gone

There’s a scene in 2016’s War Dogs where the Jonah Hill character explains to
Go to Top