Win rate is the percentage of qualified opportunities that close as won. Learn how win rate fits into pipeline KPI trees.
Win Rate is Closed-Won Opportunities ÷ Total Closed Opportunities (won + lost) in a period. In a sales KPI tree, win rate multiplies pipeline into bookings: Bookings = Qualified Opps × Win Rate × Average Deal Size. Segmenting win rate by source, segment and rep is how a KPI tree converts a single percentage into an actionable diagnostic.