Atrium calculates the win rate as a percentage of total sales-accepted new business opportunities closed that were won in the given time period, keeping in mind that the win rate will exclude free trials ($0 opportunities) and finance adjustments (<$0 opportunities). This card then measures the calculated win rate from the selected stage.
The default view of this card will show you all sales stages along the X axis, where each data point is the win rate from that stage. You can also select a specific stage from the "Any Stage" drop down to look at a specific stage and trend it over time.
Opportunities will show on this card if they were closed during the time period shown.
Why It’s Important
Win rate from stage is an important metric to better understand a team or rep's overall win rate and forecast effectively. This card allows teams to understand their overall funnel and enable them to use probability weighted pipeline to inform how much coverage each rep's pipeline needs into to hit their quota.
How Do I Use It?
The Win Rate Rate from Stage card works well with your Forecasting Dashboards and Alert Feeds to help inform your team forecast by knowing how many deals you can expect to win based on an opportunity's.
This card pairs well with the Stage Reached - Opp Owned By and Time in Stage to inspect mid-funnel performance and efficiency.
Set Goals on for this card on stages where your team is experiencing lower conversion rates from a particular stage than you'd like, to keep track of who is making improvements and who might need help moving deals along!
Examples of How to Use in Practice
Diagnose how efficient reps are at winning deals from each stage.
For this particular team, "Mrs. Quail" has a higher win rate from each stage throughout the sales funnel. This would be a great example to inspect what this rep is doing well in their sales process to share with their peers and help improve their performance.