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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 - The salesperson table
  • Graphs - Closing percentage by month

Both pages use the same filters, and the filters are kept in the page address.

Key Metrics​

MetricDescription
Total OpportunitiesProjects that reached proposal stage
WonProjects successfully closed
LostProjects not won
Closing %Won ÷ Total Opportunities × 100
Won ValueTotal contract value of wins
Lost ValueEstimated value of losses

Calculation Method​

Closing Percentage = (Won Projects ÷ Total Decided Projects) × 100

Total Decided = Won + Lost (excludes still-open opportunities)

Available Filters​

FilterDescription
Created Date From / ToFilter by when prospects were created
DepartmentFilter by department
SalespersonShow one salesperson's prospects. On Graphs, the charts then compare their average with the company's.
DivisionShow only the selected divisions (opportunity types). Nothing selected = all divisions.
FunctionShow only divisions with the selected function classification (Operational, Internal).
Work TypeShow only divisions with the selected work type (Full Project, Service, Warranty, Evaluation, Non-Billable).
Division, Function & Work Type filters

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​

ColumnDescription
SalespersonTeam member name
OpportunitiesTotal proposals/bids
WonNumber won
LostNumber lost
Closing %Win rate
Won ValueRevenue from wins

Prospects with no salesperson assigned are grouped under Unassigned, listed last. The group appears only when there are such prospects.

Graphs​

The Graphs page shows the Total Closing Percentage chart first, then one chart per division, in your division order.

  • The solid Monthly Closing % line is each month's closing percentage, using the same calculation as the table.
  • The dashed Company Average line is the closing percentage across the whole date range. On the Total chart it equals the table's Overall Total.
  • With a Salesperson selected, the charts show that salesperson's monthly line and a dashed average for them, beside the Company Average for everyone. The company average ignores the Salesperson and Department filters and keeps the date range and division filters.
  • A month with no won or lost prospects is left as a gap in the line, since it has no closing rate. Each month with a rate is marked with a dot, so a month between two gaps still shows.
  • When the date range covers more than one calendar year, each month is labelled with its year, so January of two different years stays separate.

Point at a chart to read each line's value for that month. Click a name in a chart's legend to hide that line, then click it again to bring it back.

A correction in this release

The table and the graphs now count exactly the same prospects, so the Total chart always matches the table's Overall Total. Expect these figures to move:

  • The Total chart used to count prospects from every company using Readybuild, not just yours. It now counts only your company's prospects.
  • The division charts no longer count prospects still on your default lead stage, prospects on a deleted contact, or non-sale prospects.
  • The table now includes prospects with no salesperson, under Unassigned. If every prospect has a salesperson, the table is unchanged.
  • The Salesperson filter on the charts used to fail. It now works.
  • Months are now kept separate by year. A range from November to February used to merge each January into one point.

Interpreting Results​

Benchmark Ranges​

RatingClosing %
Excellent> 40%
Good30-40%
Average20-30%
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 what the page shows: the salesperson table, or on Graphs one row per chart line with the months as columns. Use it for:

  • Performance reviews
  • Compensation analysis
  • Historical tracking

Common Use Cases​

  1. Sales coaching: Identify reps who need help
  2. Process improvement: Find where deals are lost
  3. Compensation planning: Factor into bonus calculations
  4. 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