Enter Proposal Data
Example Data Table
| Period | Total Proposals | Won | Lost | Pending | Total Value | Won Revenue |
|---|---|---|---|---|---|---|
| Q1 | 35 | 11 | 16 | 8 | $140,000 | $44,000 |
| Q2 | 40 | 14 | 17 | 9 | $155,000 | $56,000 |
| Q3 | 45 | 17 | 17 | 11 | $185,000 | $68,000 |
Formula Used
Win Rate (%) = (Won Proposals ÷ Closed Proposals) × 100
Closed Proposals = Won Proposals + Lost Proposals
Overall Conversion Rate (%) = (Won Proposals ÷ Total Proposals) × 100
Loss Rate (%) = (Lost Proposals ÷ Closed Proposals) × 100
Pending Rate (%) = (Pending Proposals ÷ Total Proposals) × 100
Qualification Rate (%) = (Qualified Proposals ÷ Total Proposals) × 100
Revenue Capture Rate (%) = (Won Revenue ÷ Total Proposal Value) × 100
Expected Weighted Pipeline = Average Proposal Value × Pending Proposals × Current Win Rate
Wins Needed for Target = ceil((Target Win Rate × Closed Proposals) − Current Wins)
Performance Score = (Win Rate × 35%) + (Revenue Capture × 30%) + (Qualification Rate × 20%) + (Follow-Up Rate × 15%)
How to Use This Calculator
Enter your total proposals for the chosen period. Add won, lost, and pending counts so the calculator can separate closed results from active pipeline.
Provide total proposal value and actual won revenue. These numbers help estimate deal quality, revenue capture, and average contract size.
Add a target win rate, period length, team size, average sales cycle, follow-up completion rate, and qualified proposals for deeper benchmarking.
Press Calculate Win Rate. The tool displays performance results above the form, including efficiency, pace, target gap, and weighted opportunity value.
Use the CSV or PDF buttons to export the results for coaching reviews, career planning discussions, sales interviews, or performance tracking.
FAQs
1. What does win rate measure?
Win rate measures how many closed proposals became successful deals. It compares won proposals against all closed proposals, excluding active pending opportunities.
2. Why are pending proposals tracked separately?
Pending proposals are still active and should not distort closed performance. Tracking them separately helps estimate future pipeline value without overstating present results.
3. What is a good proposal win rate?
A good rate depends on industry, pricing, lead quality, and sales cycle complexity. Many teams benchmark by segment, deal size, and proposal source.
4. How does revenue capture differ from win rate?
Win rate focuses on counts of deals. Revenue capture shows the share of proposal value converted into revenue, which highlights pricing and contract value quality.
5. Why include qualified proposals?
Qualified proposals indicate better-fit opportunities. Comparing qualified proposals with wins helps reveal whether poor targeting or weak closing skill is hurting outcomes.
6. Can this help with career planning?
Yes. It helps sales professionals document results, identify strengths, set improvement goals, and present measurable performance during reviews, promotions, and interviews.
7. What does weighted pipeline mean?
Weighted pipeline estimates the expected value of pending proposals by applying the current win rate to average proposal value and open opportunities.