Your best closer has the highest win rate. They also choose which deals to work.

Win rate is a ratio with a denominator, and in most sales teams the denominator is picked by the person being measured.

By Steve 4 min read
Abstract bridge artwork for Your best closer has the highest win rate. They also choose which deals to work.

A sales manager looks at the quarter and sees a clear picture. One rep closes 48% of what they touch. Another closes 22%. The conclusion writes itself: coach the second one, give more leads to the first, and the number goes up. It often doesn’t. And the reason is buried in the arithmetic. Win rate is a fraction. The numerator is deals won. The denominator is deals worked. In most teams, the person being measured has substantial discretion over the denominator: which enquiries they chase hard, which they let go…

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