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 |
|---|---|
| Created Date From / To | Filter by when prospects were created |
| Department | Filter by department |
| Division | Show only the selected divisions (opportunity types). Nothing selected = all divisions. |
| Function | Show only divisions with the selected function classification (Operational, Internal). |
| Work Type | Show only divisions with the selected work type (Full Project, Service, Warranty, Evaluation, Non-Billable). |
The Division, Function, and Work Type filters appear only for companies that classify their divisions (using more than one function or work type). See Divisions for how these classifications are configured.
The three filters are combined: a project is included only when it matches every filter at once. For example, selecting the Handyman (Internal) and Design Build (Operational) divisions together with the Internal function shows Handyman only — it is the sole division that satisfies both.
Leaving a filter blank places no restriction on that dimension, so it reads as "All". Selecting Internal for Function with Division and Work Type blank gives the entire Internal compartment.
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 division 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