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hello everyone today's question is from Anne Marie in Toronto how do I measure opportunity win rates in other words conversion rates in Salesforce well the win rate is an essential metric when it comes to analyzing salesperson performance and identifying coaching and development needs so let's talk about how to measure opportunity win rates in Salesforce and look at a couple of examples on how you can interpret this essential metric at the salesperson level and also by the way I will explain how you can very quickly get your hands on a win rate report for free I'll explain that at the end so first of all how do you measure opportunity win right well you want to do it in two ways the first is by count in other words the conversion rate by the number of opportunities that's in the lighter blue here and the second way is to measure the opportunity conversion rate by value that's in the darker blue on this chart here's how those two related measures work let's say you win three deals in a month and you lose seven that means your win rate by count is 30% however if the value of your one deals is $40,000 and the value of your lost deals is $60,000 and your win rate by value is 40% now both of those two measures are important when it comes to analyzing salesperson performance if we take Shaun here as an example we can see this year he's won 27% of his opportunities the second column in the darker blue is his win rate by dollar value and he's won 17 percent of his opportunities by value now what does that mean it means Sean is closing a greater proportion of his lower value deals now you might already be starting to think of some coaching interventions that we can make with Sean but it is important to remember that like any other dashboard shot or report the conversion rate doesn't tell us the answer rather it tells us what questions to ask for example we don't know if Sean's win rate by number is higher than his win rate by value because he's not confident handling larger deals we don't know if he's prioritizing in the wrong area of he's giving away too much discount perhaps perhaps he's not selling supplementary products or add-on products and and services so we would want to combine this with other dashboard charts whose average deal size for example to identify the specific coaching and guidance that we would want to give to short but you get the idea having specific win rate information can tell you a lot about salesperson performance let's quickly have a look at Sara her conversion rate is much lower than other salespeople in coaching Sara we want to find out perhaps she's not qualifying opportunities properly is that the other end of the sales process we need to help her with her closing skills Bob she's lost her confidence in this current environment working from home baby she has isolation issues we we don't know the answers from the chart but their numbers guide us in the questions that we need to ask as managers so anne-marie two other resources that I think you will find useful on this topic first of all I did say I would show you how to get a win rate report so that you don't have to build it yourself all you need to do is the free GSP dashboard that dashboard includes the win rate report plus a lot of other charts and reports that give you high quality visibility of sales performance and second I've written a blog post specifically about measuring opportunity win rates it gives more hints and tips on this this essential metric there's a link to both of these resources just below the video now over to everyone else leave a comment I'd love to know what you think about this topic and if you have a question that you would like me to cover again put it into the comment section just below and of course do not forget to follow us on YouTube that's it for the day keep safe see you on tomorrow's video