Opportunity Conversion Rate
Percentage of qualified opportunities that close as won deals
FORMULA
Opportunity Conversion Rate = (Won Opportunities / Total Opportunities) × 100
Alternate Calculations
By Stage
(Opportunities Moving to Next Stage / Stage Opportunities) × 100What is Opportunity Conversion Rate?
Opportunity Conversion Rate measures what percentage of sales opportunities result in closed deals. This differs from lead conversion which includes unqualified leads. Higher conversion rates indicate strong sales effectiveness.
Tracking by product, segment, or sales rep reveals performance patterns. Industry benchmarks typically range from 15-30% depending on sales process maturity.
Chart
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Sample Data
| month | wonOpps | totalOpps | conversionRate |
|---|---|---|---|
| Jan | 24 | 120 | 20 |
| Feb | 28 | 125 | 22.4 |
| Mar | 32 | 130 | 24.6 |
| Apr | 38 | 140 | 27.1 |
| May | 44 | 155 | 28.4 |
| Jun | 48 | 160 | 30 |
Required Data Columns
Won OpportunitiesTotal Opportunities