The win rate went up because you stopped entering the hard races

Win rate is the easiest number in a sales operation to improve, and the easiest to improve for a reason that makes the business smaller.

By Steve 5 min read
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A business reports that its win rate has moved from roughly a third to nearly a half over two years. Revenue is flat. Nobody in the room thinks these two facts are connected, because one is a performance measure and the other is an outcome. They are, in fact, the same fact seen from two ends. Win rate is a ratio, and ratios have denominators. The denominator here is not observed: it is chosen. Somebody decided which opportunities counted as opportunities. Three wins out of five bids and three wins…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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