Which metric measures the ability to convert opportunities into won deals?

Which metric measures the ability to convert opportunities into won deals?

• A. Win rate
• B. Time-to-sale
• C. Forecast accuracy
• D. Pipeline coverage

Answer: (A)

Measuring how effectively opportunities become won deals is captured by win rate. It is calculated as the number of won deals divided by the total number of opportunities, shown as a percentage. This directly reflects conversion effectiveness—how well sales efforts move prospects from open opportunities to closed-won status. Time-to-sale looks at how long a sale takes, not how many opportunities convert. Forecast accuracy concerns how close predicted revenue is to actual revenue, not the rate of conversion. Pipeline coverage compares pipeline value to quota, indicating potential workload or risk, but not the actual conversion success rate. For example, if you have 40 opportunities and 10 close won, the win rate is 25%. This metric is the best answer to how good the team is at turning opportunities into wins.

Measuring how effectively opportunities become won deals is captured by win rate. It is calculated as the number of won deals divided by the total number of opportunities, shown as a percentage. This directly reflects conversion effectiveness—how well sales efforts move prospects from open opportunities to closed-won status.

Time-to-sale looks at how long a sale takes, not how many opportunities convert. Forecast accuracy concerns how close predicted revenue is to actual revenue, not the rate of conversion. Pipeline coverage compares pipeline value to quota, indicating potential workload or risk, but not the actual conversion success rate.

For example, if you have 40 opportunities and 10 close won, the win rate is 25%. This metric is the best answer to how good the team is at turning opportunities into wins.